Synopsis
Argues that large-scale sales requires different strategies than small-scale sales, and tells how to explain benefits, prevent objections, identify customer needs, and make effective closings.
"synopsis" may belong to another edition of this title.
Review
'Totally compulsive ... the ideas are not only interesting, but are shown to be effective ... obligatory reading' - Sales and Marketing Management
'Breaks new ground and it cannot be ignored by anyone who is committed to selling as a profession.' - Sales Technique
'Essential reading for everyone involved in selling or managing the sales function.' - Journal of Marketing Management
About the Author
Bestselling author Neil Rackham is a psychologist with over 25 years experience as a researcher and consultant to some of the world’s leading companies, including AT& T, Microsoft, IBM, Chase Manhatten and McKinsey. In the United States he is President of a leading consulting firm specialising in sales performance. Rackham is also the author of companion volumes Account Strategy for Major Sales and The Management of Major Sales, both published by Gower in hardback.
"About this title" may belong to another edition of this title.
Other Popular Editions of the Same Title
Search results for Spin Selling
Stock Image
Spin Selling -- (2 Audio Cassettes - Abridged - 3 Hours)
Published by
Penguin/Highbridge, E Rutherford, New Jersey, U.S.A., 1998
ISBN 10: 1565112601
ISBN 13: 9781565112605
Used
Seller: gigabooks, Spokane, WA, U.S.A.
Seller rating 5 out of 5 stars
Audio Cassettes. Condition: As New. Audio Cassettes. (2 Audio Cassettes - Abridged - 3 Hours) -- As New in original shrinkwrap. Seller Inventory # 324597