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"This book should be essential reading for everyone involved in selling or managing the sales function -- a welcome, well-researched treatise on selling"
--Journal of Marketing Management
"The first book to specifically examine the major sale -- the high value product or service -- by researching the successful sales calls as they happen in the field."
--Industry & Commerce
"This book is the result of over $1 million of extensive and painstaking research. It breaks new ground and cannot be ignored by anyone who is committed to selling as a profession."
"The revolutionary findings, published here for the first time, will overturn a whole collection of hitherto accepted assumptions. The book also provides a set of simple and practical techniques (known as SPIN) which have already been tried in many leading companies, resulting in a dramatic increase in sales."
"This is an interesting, lively, and readable treatment of the process by which major sales are closed. Like In Search of Excellence, the material has a curiously inspirational quality which is particularly compelling."
"Almost anyone could learn something from this book. Essentially,it is about success, and without this, no sales organization can survive. Buy a copy. We are sure you will find it invaluable."
--Sales and Marketing Management
Just getting into sales and this is a great read to gain perspective on what seems to work, according to research.Published 28 days ago by Mimi Lewis
Great book that teaches you how to spin an argument in your favor. It isn't s much about lying as finding a positive way to tell the truth. Read morePublished 1 month ago by Father of Two
Has helped me immensely in my automotive sales career bringing me from a $50,000 a year earner to well over $100,000 a year and i would put almost all of that found success on this... Read morePublished 2 months ago by Wade Shorrock
This is one of the greatest sales book ihave ever read. if you have to deal with complex selling this is a must read one.Published 2 months ago by Rodolfo Urdiain
One of my first selling books... It's been an interesting read! It's reassuring to know that this method is not simply opinion but proven through market research.Published 2 months ago by Brandy Richardson
I love his approach to "no b.s., help your customer identify his needs" selling. This is great for anyone in a rep. relationship i.e. Read morePublished 3 months ago by Anne House
I really enjoyed reading this book in regards to larger sells. Very informative. I will read again for greater insight.Published 3 months ago by Daniel Dossey
I consider myself a smart man, but for me its really easy to get lost in a book.
Neil Rackham knows how to write. Read more
Although written several decades ago, this book shares classic and fundamental techniques for approaching sales. Read morePublished 4 months ago by Natasha L. Sattler