SPIN Selling 1st Edition

4.4 out of 5 stars 574 ratings
ISBN-13: 978-0070511132
ISBN-10: 0070511136
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Condition: Used: Good
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Frequently bought together

  • SPIN Selling
  • +
  • The Challenger Sale: Taking Control of the Customer Conversation
  • +
  • The SPIN Selling Fieldbook: Practical Tools, Methods, Exercises, and Resources
Total price: $51.87
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Editorial Reviews

From the Publisher

NEIL RACKHAM is founder and former president of Huthwaite, Inc. Huthwaite researches, consults, and provides seminars for over 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. Mr. Rackham is the author of more than 50 articles and several books.

From the Back Cover

"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."
--Sales Techniques

"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."
--Business Executive

"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."
--Business Graduate

"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


Product details

Customer reviews

4.4 out of 5 stars
4.4 out of 5
574 customer ratings
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Reviewed in the United States on September 8, 2015
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58 people found this helpful
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Reviewed in the United States on April 9, 2015
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Reviewed in the United States on May 17, 2018
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Top international reviews

A. Hadzhidiev
4.0 out of 5 stars New Approach To Questioning in Sales
Reviewed in the United Kingdom on July 25, 2010
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Kindle Customer
3.0 out of 5 stars Situation of SPIN
Reviewed in the United Kingdom on July 16, 2018
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JPSreviews
2.0 out of 5 stars New sales training methodology
Reviewed in the United Kingdom on April 11, 2019
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Gcrikey
5.0 out of 5 stars gives you the correct fundamentals...
Reviewed in the United Kingdom on September 18, 2011
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Peter
5.0 out of 5 stars Good conditions
Reviewed in the United Kingdom on September 1, 2018
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Dave Davies
5.0 out of 5 stars Great book, perfect condition.
Reviewed in the United Kingdom on July 13, 2015
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Pamela Bulmer
4.0 out of 5 stars Four Stars
Reviewed in the United Kingdom on May 13, 2016
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Theodoros Trachanidis
5.0 out of 5 stars Nicely structured and analyzed methods
Reviewed in the United Kingdom on March 11, 2016
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delightedbylife
5.0 out of 5 stars One of the foundational books on consultative selling; ignore ...
Reviewed in the United Kingdom on June 13, 2015
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alexis
5.0 out of 5 stars All good!
Reviewed in the United Kingdom on August 4, 2018
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therese
5.0 out of 5 stars Five Stars
Reviewed in the United Kingdom on October 8, 2015
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Fiona
5.0 out of 5 stars so much sense
Reviewed in the United Kingdom on October 27, 2013
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M. S. Ribeiro
5.0 out of 5 stars Dont work without oit
Reviewed in the United Kingdom on April 9, 2013
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Mariella Wilson
5.0 out of 5 stars Five Stars
Reviewed in the United Kingdom on April 17, 2016
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GoodApple
5.0 out of 5 stars Five Stars
Reviewed in the United Kingdom on May 27, 2015
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