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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.
This book examines the steps of the sales process. The author's conclusions are backed up by studies of actual sales calls.Published 28 days ago by Debbie
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 2 months 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 11 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 14 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 16 months ago by Cam Davidson