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Spin Selling
By Neil Rackham and Bob Kalomeer (narrator)
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Bibliographic Detail
Publisher Highbridge Co
Publication date August 1, 1998
Binding Cassette/Spoken Word
Edition Abridged
Book category Adult Non-Fiction
ISBN-13 9781565112605
ISBN-10 1565112601
Dimensions 0.75 by 4.50 by 7.25 in.
Weight 0.30 lbs.
Availability§ Out of Print
Original list price $16.95
Other format details audio
§As reported by publisher
Summaries and Reviews
Summary
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.
Amazon.com description: Product Description:
How do some salespeople consistently outsell their competition? Why do closing techniques work in small sales but fail in larger ones? How can salespeople dramatically increase their sales volume from major accounts? If you're in sales--or if you manage a sales force--you need the SPIN strategy. Developed from 12 years of research into 35,000 sales calls, SPIN--Situation, Problem, Implication, Need-payoff--is already in use by many of the world's top sales forces. Now these revolutionary, easy-to-apply methods can be yours. With wit and authority, Neil Rackham explains why traditional sales models don't work for large sales. With supreme clarity, he unfolds the enormously successful SPIN strategy, using real-world examples and informative cases. You may find the techniques controversial; they often go against the grain of conventional sales training. In the end, the powerful evidence Rackham presents will convince and convert you.


Editions
Hardcover
Book cover for 9780070511132
 
from McGraw-Hill (July 1, 1988); titled "Spin Selling"
9780070511132 | details & prices | 197 pages | 6.25 × 9.25 × 0.75 in. | 1.00 lbs | List price $34.00
About: 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
Paperback
Book cover for 9780566076893
 
from Gower Pub Co (September 1, 1995)
9780566076893 | details & prices | 272 pages | List price $34.95
About: Spin - Selling
CD/Spoken Word
Book cover for 9781565114203
 
With Bob Kalomeer | Abridged edition from Highbridge Co (May 26, 2000); titled "Spin Selling"
9781565114203 | details & prices | 5.00 × 5.50 × 1.00 in. | 0.40 lbs | List price $24.95
Cassette/Spoken Word
Book cover for 9781565112605
 
The price comparison is for this edition
With Bob Kalomeer (other contributor) | Abridged edition from Highbridge Co (August 1, 1998); titled "Spin Selling"
9781565112605 | details & prices | 4.50 × 7.25 × 0.75 in. | 0.30 lbs | List price $16.95
About: 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.

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