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Item specifics

Condition: Good: A book that has been read but is in good condition. Very minimal damage to the cover including ... Good: A book that has been read but is in good condition. Very minimal damage to the cover including scuff marks, but no holes or tears. The dust jacket for hard covers may not be included. Binding has minimal wear. The majority of pages are undamaged with minimal creasing or tearing, minimal pencil underlining of text, no highlighting of text, no writing in margins. No missing pages. See the seller’s listing for full details and description of any imperfections. See all condition definitionsopens in a new window or tab

Publication Date: 1988-05-22

Pages: 216

ISBN: 0070511136

Book Title: Spin Selling

Publisher: Mcgraw-Hill Education

Item Length: 9.3 in

Publication Year: 1988

Format: Hardcover

Language: English

Illustrator: Yes

Item Height: 0.8 in

Author: Neil Rackham

Genre: Business & Economics

Topic: Sales & Selling / General

Item Weight: 15.3 Oz

Item Width: 6.2 in

Number of Pages: 216 Pages

About this product

Product Information

What makes success in major sales? How do some salespeople consistently outsell their competition? Why do techniques like closing work in small sales but fail in larger ones? How can salespeople dramatically increase their sales volume from major accounts?

Product Identifiers

Publisher

Mcgraw-Hill Education

ISBN-10

0070511136

ISBN-13

9780070511132

eBay Product ID (ePID)

34228

Product Key Features

Book Title

Spin Selling

Number of Pages

216 Pages

Language

English

Publication Year

1988

Topic

Sales & Selling / General

Illustrator

Yes

Genre

Business & Economics

Author

Neil Rackham

Format

Hardcover

Dimensions

Item Height

0.8 in

Item Weight

15.3 Oz

Item Length

9.3 in

Item Width

6.2 in

Additional Product Features

Intended Audience

Trade

Dewey Edition

Lccn

88-000603

Dewey Decimal

658.85

Lc Classification Number

Hf5438.25.R34 1988

Table of Content

Sales Behavior and Sales Success. Obtaining Commitment: Closing the Sale. Customer Needs in the Major Sale. The SPIN Strategy. Giving Benefits in Major Sales. Preventing Objections. Preliminaries: Opening the Call. Turning Theory into Practice.

Item description from the seller

AlibrisBooks

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Alibris is the premier online marketplace for independent sellers of new & used books, as well as rare & collectible titles. We connect people who love books to thousands of independent sellers around ...

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4.7

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by pezlos
May 28, 2020Top favourable review
A must read for higher end sales professionals
I am in financial sales and the concepts advanced in this book are right on target. It takes more than merely reading this book to put the concept to use, but this book lays it all out clearly. I highly recommend this read for anyone working in "big" sales.
Verified purchase: YesCondition: Pre-OwnedSold by: due_west_book_store
by tigers*fire
May 09, 2010
Well writen book, Based on statistics not practical exp
Well written and an enjoyable read for a sales "manual" however the author has no practical experience in sales as a career and bases his system on interviews and "ride alongs" with several successful Salesman. That said, there are some "Gold Nuggets" contained in this book that are useful. I say this as a Professional salesman with 30years experience selling, earning 6 figures average. I have sold both tangibles priced up to 250k per sale and intangibles priced up 500k per saleWell written and an enjoyable read for a sales "manual" however the author has no practical experience in sales as a career and bases his system on interviews and "ride alongs" with several successful Salesman. That said, there are some "Gold Nuggets" contained in this book that are useful. I say this as a Professional salesman with 30years experience selling, earning 6 figures average. I have sold both tangibles priced up to 250k per sale and intangibles priced up 500k per sale
by alPlrlEcQJW@Deleted
Apr 08, 2008
Excellent: Well-written and carefully researched
This book was great!! I'm an undergraduate studying marketing and I'm a marketing intern on campus. My boss told me to read this book before my sales class in the summer. Although this might be a good book to start out with if you're new to selling so you learn how to sell the right way instead of learning bad techniques first, I think you should have experience in sales before you read this book. You will not understand a lot of this if you don't. I had a sales job a couple summers ago and it really helped me to understand what Rackham was talking about in terms of closing, handling objections, explaining features early, etc. I recommend this book to anyone in sales- small or large. It's important to understand that there is a big difference between different sales of different sizes. ... This book was great!! I'm an undergraduate studying marketing and I'm a marketing intern on campus. My boss told me to read this book before my sales class in the summer. Although this might be a good book to start out with if you're new to selling so you learn how to sell the right way instead of learning bad techniques first, I think you should have experience in sales before you read this book. You will not understand a lot of this if you don't. I had a sales job a couple summers ago and it really helped me to understand what Rackham was talking about in terms of closing, handling objections, explaining features early, etc. I recommend this book to anyone in sales- small or large. It's important to understand that there is a big difference between different sales of different sizes. Even if you are strictly involved in one type of sales, knowing these differences will make you a better salesperson. I really admire how determined Rackham is, even when his research LOOKS extremely positive, he still questions and argues that the research was influenced by other factors. Since he is so quick to question his own research, the research he has done with Huthwaite is that much more credible. Read the Appendix at the end. It's a short book with a lot of valuable information. Please take the time to read it.
by tinsandthingsantiques
Oct 20, 2017
Spin selling
The best book on selling, skills if used from the book not only in your professional life but also can be applied in your personal life. A must read Thanks
Verified purchase: YesCondition: Pre-OwnedSold by: silver-arch-books
by oren2959
Feb 06, 2010
Spin Selling
Excellent reading for a sales professional - superb tactics and methods. There have been many classes being held for salesman all over to enable them to use the numerous tools of the trade being featured. These principles have been extensively tested in the sales arena and have been found to be quite effective. The tools featured use ethical approaches to working with a prospective client to enduce them into a buying mode. One can read this book over and over from cover to cover and absorb a new concept each time.Excellent reading for a sales professional - superb tactics and methods. There have been many classes being held for salesman all over to enable them to use the numerous tools of the trade being featured. These principles have been extensively tested in the sales arena and have been found to be quite effective. The tools featured use ethical approaches to working with a prospective client to enduce them into a buying mode. One can read this book over and over from cover to cover and absorb a new concept each time.

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AlibrisBooks

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A must read for higher end sales professionals

Well writen book, Based on statistics not practical exp

Excellent: Well-written and carefully researched

Spin selling

Spin Selling

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