MARC Record from marc_columbia

LEADER: 03196cam a2200409 a 4500
001 11646274
005 20151221155425.0
008 880202s1988 nyua f 001 0 eng
010 $a 88000603
020 $a0070511136
020 $a9780070511132
035 $a(OCoLC)ocm17509403
035 $a(OCoLC)17509403
035 $a(NNC)11646274
040 $aDLC$beng$cDLC$dVP@$dBAKER$dBTCTA$dLVB$dCS1$dYDXCP$dCKL$dOCLCQ$dALAUL$dOCLCQ$dBDX$dSISMU$dLMR$dOCLCQ$dOCLCO
050 00 $aHF5438.25$b.R34 1988
082 00 $a658.8/5$219
100 1 $aRackham, Neil.
245 10 $aSPIN selling /$cNeil Rackham.
260 $aNew York :$bMcGraw-Hill,$c©1988.
300 $axi, 197 pages :$billustrations ;$c24 cm
336 $atext$btxt$2rdacontent
337 $aunmediated$bn$2rdamedia
338 $avolume$bnc$2rdacarrier
500 $aJacket subtitle: Situation, problem, implication, need, payoff.
500 $a"The best-validated sales method available today. Developed from research studies of 35.000 sales calls. Used by the top sales forces across the world"--Jacket.
500 $aIncludes index.
505 0 $aSales 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.
520 $aWritten 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 research into effective sales performance, and this groundbreaking resource details the revolutionary SPIN (Situation, Problem, Implication, Need-payoff) strategy. In "SPIN Selling," Rackham, who has advised leading companies such as IBM and Honeywell delivers the first book to specifically examine selling high-value product and services. By following the simple, practical, and easy-to-apply techniques of SPIN, readers will be able to dramatically increase their sales volume from major accounts. Rackham answers key questions such as "What makes success in major sales" and "Why do techniques like closing work in small sales succeed but fail in larger ones?" You will learn why traditional sales methods which were developed for small consumer sales, just won't work for large sales and why conventional selling methods are doomed to fail in major sales. Packed with real-world examples, illuminating graphics, and informative case studies - and backed by hard research data.
650 0 $aSelling.
650 0 $aSelling$vHandbooks, manuals, etc.
650 0 $aSelling$xMethodology.
650 6 $aVente.
856 41 $3Table of contents$uhttp://catdir.loc.gov/catdir/toc/mh021/88000603.html
856 42 $3Contributor biographical information$uhttp://catdir.loc.gov/catdir/enhancements/fy0710/88000603-b.html
856 42 $3Publisher description$uhttp://catdir.loc.gov/catdir/enhancements/fy0710/88000603-d.html
852 00 $bbus$hHF5438.25$i.R34 1988