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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.
A book and we find very useful -sometimes a little tough style-wise.
I rank this book with some of my other all time favorites such as Dale Carnegie's "How to Win Friends and Influence People" and Napoleon Hill's "Think and Grow" Rich.
Unlike most developers of major account sales strategy, Neil Rackham methodically backs up his analysis of the buyer circle with in-depth research.
high relevance for all sales people that refuse and /or are resitant to coaching. read this book will achieve the samePublished 7 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 10 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 12 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 14 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 21 months ago by Jeffrey S Roberts
excellent book. It is undoubtely a milestone in books about selling. a radical new approach. This approach is also new and serious.Published 24 months ago by Petit Peteq