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[GET] Spin Selling - Neil Rackham
#1
Written 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,
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 but fail in larger ones?"
Mirrors
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#2
thank you for sharing this great work
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#3
thanks a lot for your contribution
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#4
Looks interesting...
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#5
Thanks for taking the time to post this.

Thanks for sharing this post man

Thanks for sharing this post man

Thanks for sharing this post man

Thanks for sharing this post man
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