SPIN selling / Neil Rackham.
Written by Neil Rackham, former president and founder of Huthwaite Corporation, "SPIN Selling" is essential reading for anyone involved in selling or managing a sales force. Unquestionably the best-documented account of sales success ever collected and the result of the Huthwaite Corporati...
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Full Text (via O'Reilly/Safari) |
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| Format: | eBook |
| Language: | English |
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New York :
McGraw-Hill,
[1988]
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Table of Contents:
- 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
- Appendixes.