About this title: True or false? In selling high-value products or services: "closing" increases your chance of success; it is essential to describe the benefits of your product or service to the customer; objection handling is an important skill; and open questions are more effective than closed questions. All false, says Neil Rackham. He and his team studied more than 35,000 sales calls made by 10,000 sales people in 23 countries over 12 years. Their findings revealed that many of the methods developed for selling low-value goods just don't work for major sales. Rackham went on to introduce his SPIN-selling ...
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Description: Satisfaction Guaranteed. Shipped quickly. 1988. Hardcover. 1 Ed. Used, very good. Very good overall with light to moderate wear. Includes dust jacket. read more
Binding: Hardcover
Publisher: McGraw-Hill Companies
Date Published: 1988
ISBN-13:9780070511132ISBN:0070511136
Description: Very good in very good dust jacket. Light shelf wear to DJ. Back DJ upper edge bumped. Tiny folds bottom edges. Clean, bright copy. Promotional sticker inside front page. Sewn binding. Cloth over boards. With dust jacket. 197 p. Contains: Illustrations. Audience: General/trade. read more
Binding: Paperback
Publisher: Gower Publishing Ltd
Date Published: 1995
ISBN-13:9780566076893ISBN:0566076896
Description: Acceptable. OCCASIONAL HIGHLIGHTING. MAJOR SIGNS OF WEAR AND TEAR-VERY WELL READ-READING COPY ONLY SECURE DAILY POSTING FROM UK. 30 DAY GUARANTEE. read more
Binding: Hardcover
Publisher: McGraw-Hill
Date Published: 1988-05-01
ISBN-13:9780070511132ISBN:0070511136
Description: Good. Inscribed by author. Light edge and corner wear to dust jacket. Light creases to dust jacket. Dust jacket is in good condition. Light edge and corner wear to book. Pages still clean and tight. Book is in good condition. read more
Description: Fine. 0070511136 Ships next business day. NEW/UNREAD! ! ! Text is Clean and Unmarked! --Be Sure to Compare Seller Feedback and Ratings before Purchasing--Has a small black line on bottom/exterior edge of pages. May have light shelf wear to cover from storage, if any. read more
Description: Very Good. Great condition for a used book! Minimal wear. Shipped to over one million happy customers. Your purchase benefits world literacy! read more
Description: Good. Shows some signs of wear, and may have some markings on the inside. Shipped to over one million happy customers. Your purchase benefits world literacy! read more
Description: Fair. 0070511136 SATISFACTION GUARANTEED. ORDERS SHIP WITHIN 1-2 BUSINESS DAYS. MAY CONTAIN HIGHLIGHTING AND/OR WRITING. ALL USED BOOK ARE LISTED AS ACCEPTABLE BUT MAY BE GOOD/VERY GOOD/LIKE NEW. read more
Binding: Hardcover
Publisher: McGraw-Hill
Date Published: 1988-05-01
ISBN-13:9780070511132ISBN:0070511136
Description: Excellent unmarked text, good an in Hardcover jacket. Hardcover and dust jacket in like brand new condition. Excellent unmarked nice and clean. BUY IT NOW! . Satisfaction Guaranteed! read more
Binding: Hardcover
Publisher: McGraw-Hill
Date Published: 1988-05-01
ISBN-13:9780070511132ISBN:0070511136
Description: Like New. Like new. Pages are clean and tight. Near perfect condition with the exception of tiny dust jacket indentations and slight edge wear (bending ever so slightly). read more
Binding: Hardcover
Publisher: McGraw-Hill, New York, NY, U.S.A.
Date Published: 1988
ISBN-13:9780070511132ISBN:0070511136
Description: Very Good/Very Good. 0-07-051113-6 Used 197 pages, Index, Line Drawings. Book is clean inside & out but for tiny faint spot on edge. Dustjacket is bright & clean, light scuff, dents. Contents include: Sales Behavior and Sales Success; Obtaining Commitment; Customer Needs in the Major Sale; SPIN Strategy; Giving Benefits in Major Sales; Preventing Objections; Opening the Call; Turning Theory into Practice; Evaluating the SPIN Model; Closing-Attitude Scale. read more
"I may go back and read this book again, once I can get over the idea that it is basically about how to psychologically bully people into giving you a lot of money. (Really, a lot. The tactics Rackham discusses are to be used only in 'big' sales. It's a term I don't believe he defines but I imagine means thousands of dollars.) If nothing else, he's a big believer in research. He has his own institute on learning how to sell things, questions conventional wisdom, and all that good stuff."
"I debated between 3 and 4 stars for this one. If I had read it when it FIRST came out, it would definitely have been a 4 (or maybe even 5) star book, yet a lot of it's topical matter has been covered since then. Mr. Rackham was one of the first business writers to begin analyzing the art of selling large ticket items or contracts, and how those sales fundamentally differ from small, one-off sales. Worth reading in any time period."
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