Publication Date: May 1, 1988 | ISBN-10: 0,070,511,136 ISBN-13 :978-0,070,511,132 Edition: 1
Author: Neil Rackham, president and founder of Huthwaite, the SPIN sales people in sales or management of the sales team is essential reading. Huthwaite’s no doubt the best records of account of sales success ever collected and the results of a large number of 12-year, $ 1 million dollar research into effective sales performance, this groundbreaking resource details the revolutionary sexual SPIN (Situation, Problems, revelation, need to return) strategy.
SPIN sales Rackham, he has advised leading companies such as IBM and Honeywell provided the first book, is to check the sale of high-value products and services. By following the simple, practical, application technology, SPIN, readers will be able to greatly improve their sales from major customers. Rackham answer key issues, such as “What makes a successful sales” and “Why do technology, such as the closure of small sales, but not greater?”
You will learn why traditional sales methods, the development of small consumer sales, just not as huge sales, why traditional sales methods are doomed to failure sales. Lighting graphics, and informative case studies – with real-world examples, packaging and hard research data backup – SPIN sales of $ 1 million The key is to understand and produce the high-end of the record-breaking
