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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
A smarter approach to selling complex products or services. Out with the “used car salesmen”, in with the methodic sales-funnel approach. A bit lengthy but lots of nuggetsPublished 7 days ago by Greg Silas
Great Book! Really good advice on how to sell effectively with all kinds of research to back it up. Cuts through a lot of the myths about what it takes to sell. Read morePublished 10 days ago by Anne Rody
LOVE this book! Well written, easy to understand and highly motivating.Published 25 days ago by Beth
I liked everything in the book, but what I liked the most was that it explained sales form the buyer's side as much as from the seller's side. Read morePublished 1 month ago by Chip K.
This book breaks the whole sales process down into the steps buyer go through. It tells you what to do at each step. Read morePublished 1 month ago by Kay
Great reading book for people in sales stuck with major accounts and impress your manager on top of it!Published 1 month ago by Richard Mulder