Spin Selling
ISBN: 0070511136
EAN13: 9780070511132
Language: English
Publication Date: May 22, 1988
Pages: 197
Dimensions: 0.94" H x 9.06" L x 6.06" W
Weight: 1.01 lbs.
Format: Hardcover
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Format: Hardcover

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Book Overview

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, lively, and readable treatment of the process by which major sales are closed. Like In Search of Excellence, the material has a curiously inspirational quality which is particularly compelling.
--Business Graduate

Almost anyone could learn something from this book. Essentially, it is about success, and without this, no sales organization can survive. Buy a copy. We are sure you will find it invaluable.
--Sales and Marketing Management

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