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SPIN Selling: Situation Problem Implication Need-Payoff
SPIN Selling Situation Problem Implication NeedPayoff
Author: 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 corporation's massive 12-year, $1-million dollar resear...  more »
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ISBN-13: 9780070511132
ISBN-10: 0070511136
Publication Date: 5/1/1988
Pages: 197
Rating:
  • Currently 3.8/5 Stars.
 12
3.8 stars, based on 12 ratings
Publisher: McGraw-Hill
Book Type: Hardcover
Other Versions: Paperback, Audio Cassette
Reviews: Member | Amazon | Write a Review
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 reviewed SPIN Selling: Situation Problem Implication Need-Payoff on + 29 more book reviews
SPIN Selling was among the first books on the craft of selling born out of academic research. That may explain it's popularity some twenty plus years after its first publication.
loves2bake avatar reviewed SPIN Selling: Situation Problem Implication Need-Payoff on
Some good tips for anyone in sales!
reviewed SPIN Selling: Situation Problem Implication Need-Payoff on + 4 more book reviews
Excellent and principled book on how to sell without resorting to manipulation and pressure. Highly recommended for anyone selling things that don't have an easily tangible payout.


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