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Spin-Selling, Neil Rackham Hardcover

"This book should be essential reading for everyone involved in selling or managing the sales function -- a welcome, well-researched treatise on selling" --Journal of Marketing Management "The first book to specifically examine the major sale -- the high value product or service -- by researching the successful sales calls as they happen in the field." --Industry & Commerce "This book is the result of over $1 million of extensive and painstaking research. It breaks new ground and cannot be ignored by anyone who is committed to selling as a profession." --Sales Techniques "The revolutionary findings, published here for the first time, will overturn a whole collection of hitherto accepted assumptions. The book also provides a set of simple and practical techniques (known as SPIN) which have already been tried in many leading companies, resulting in a dramatic increase in sales." --Business Executive "This is an interesting, livel

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Spin-Selling, Neil Rackham Hardcover. 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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Great book for all sales people. It can be a career changer from a 30 year sales manager in 4 different industries

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