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Neil Rackham is founder and former president of Huthwaite, Inc. Huthwaite researches, consults, and provides seminars for more than 200 leading sales organizations around the world, including Xerox, IBM, and Citicorp. His academic background is in research psychology. It was at the University of Sheffield, England, that he began his research into sales effectiveness that resulted in SPIN. Rackham is the author of more than 50 articles and several books.
With my small business (personal training and public speaking on exercise/nutrition) just starting to sell to large corporations, this book is a godsend! Read morePublished 1 month ago by Igor Klibanov
high relevance for all sales people that refuse and /or are resitant to coaching. read this book will achieve the samePublished 9 months ago by Andreas Besser
Buy it.--This is a great book for complex sales or sales of new technologies. You can always learn something new....Published 12 months ago by Michael Guerra
Recommend for anyone involved with key account selling and moving into KAM. Excellent process for major selling. Worth the small investment.Published 14 months ago by Cam Davidson
This is a very meaningful - jam packed with know-how. A book and we find very useful -sometimes a little tough style-wise.We love this product - excellent!!!! Read morePublished 16 months ago by Clark Riley
Was able to put these tips to use immediately. While the data was collected long ago (in the 1980s), the concepts are still valid today. Great book!Published 23 months ago by Jeffrey S Roberts