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Neil Rackham has written 8 work(s)
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Cover for 9780071823654 Cover for 9780070511132 Cover for 9780566076893 Cover for 9781565114203 Cover for 9781565112605 Cover for 9780071342537 Cover for 9780070522350 Cover for 9780070517820 Cover for 9780887305085 Cover for 9780070511149 Cover for 9780886840242
cover image for 9780071823654
Product Description: CREATE BETTER, MORE EFFECTIVE CONVERSATIONS IN TODAY'S HYPER-DIGITAL WORLD In this era of iPads, iPhones, and apps, sales communications may be growing, but sales conversations are dying--and so are too many sales. Globalization, the explosion in competition, the slow economy, and fast-emerging technologies all have changed buying habits...read more
By Neil Rackham (foreword by) and Linda Richardson

Hardcover:

9780071823654 | McGraw-Hill, January 7, 2014, cover price $22.00 | About this edition: CREATE BETTER, MORE EFFECTIVE CONVERSATIONS IN TODAY'S HYPER-DIGITAL WORLD In this era of iPads, iPhones, and apps, sales communications may be growing, but sales conversations are dying--and so are too many sales.

cover image for 9781565114203
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...read more

Hardcover:

9780070511132, titled "Spin Selling" | McGraw-Hill, July 1, 1988, cover price $34.00 | About this edition: 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:

9780566076893 | Gower Pub Co, September 1, 1995, cover price $34.95 | About this edition: Spin - Selling

CD/Spoken Word:

9781565114203, titled "Spin Selling" | Abridged edition (Highbridge Co, May 26, 2000), cover price $24.95 | About this edition: How do some salespeople consistently outsell their competition?

Cassette/Spoken Word:

9781565112605, titled "Spin Selling" | Abridged edition (Highbridge Co, August 1, 1998), cover price $16.95 | About this edition: 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.

cover image for 9780071342537
Details ways sales forces introduce new and innovative selling strategies to achieve the maximum effect (view table of contents)

Hardcover:

9780071342537 | McGraw-Hill, April 1, 1999, cover price $34.00 | About this edition: Details ways sales forces introduce new and innovative selling strategies to achieve the maximum effect

cover image for 9780070522350
Argues that large-scale sales requires different skills than small-scale sales, and provides exercises designed to develop those skills (view table of contents)

Paperback:

9780070522350 | McGraw-Hill, June 1, 1996, cover price $32.00 | About this edition: Argues that large-scale sales requires different skills than small-scale sales, and provides exercises designed to develop those skills

cover image for 9780070517820
Product Description: From the best-selling author of SPIN Selling, Getting Partnering Right explains, demystifies and makes sense of the revolution that is taking place in supplier-customer relationships today, redefining how to form locked-in, highly profitable relationships with customers. (view table of contents, read Amazon.com's description)

Hardcover:

9780070517820 | McGraw-Hill, November 1, 1995, cover price $22.95 | About this edition: From the best-selling author of SPIN Selling, Getting Partnering Right explains, demystifies and makes sense of the revolution that is taking place in supplier-customer relationships today, redefining how to form locked-in, highly profitable relationships with customers.

cover image for 9780886840242
Product Description: 45 Minute Audio CD Explains the traits of experienced negotiators... how to recognize negotiating styles, common traps, plus techniques for improving your skills.

CD/Spoken Word:

9780886840242, titled "The Psychology of Negotiating" | Listen USA, May 1, 1985, cover price $12.95 | About this edition: 45 Minute Audio CD Explains the traits of experienced negotiators.

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