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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 major sales book. Very deep in knowledge, maybe to be a second or third step in the path to acquire formal knowledge of sales. Read morePublished 21 days ago by Jordan Butler Llanos
This book examines the steps of the sales process. The author's conclusions are backed up by studies of actual sales calls.Published 8 months 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 10 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 18 months ago by Andreas Besser