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SPIN Selling: Situation Problem Implication Need-payoff by Neil Rackham [Rackham, Neil] is a business book available to read on EtoBox.

What is SPIN Selling: Situation Problem Implication Need-payoff about?

<p>The international bestseller that revolutionized high-end selling!</p> <p>Written by Neil Rackham, former president and founder of Huthwaite corporation, <i>SPIN Selling</i> 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.</p> <p>In <i>SPIN Selling</i>, 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?”</p> <p>You will learn why traditional sales methods which were developed for small consumer sales, just won't work for larg

Who reads SPIN Selling: Situation Problem Implication Need-payoff?

Author

Neil Rackham [Rackham, Neil]

Publisher

McGraw-Hill School Education Group

Published

2017

Language

EN

ISBN

9780070511132

Category

business

Subjects

Management, Fiction, Sales & Marketing

Rating

3.93 / 5 (6,424 ratings)

Updated

2026-03-13