- Hardcover: 197 pages
- Publisher: McGraw-Hill; 1st edition (May 1, 1988)
- Language: English
- ISBN-10: 0070511136
- ISBN-13: 978-0070511132
- Product Dimensions: 6.2 x 0.8 x 9.3 inches
- Shipping Weight: 1 pounds (View shipping rates and policies)
- Average Customer Review: 336 customer reviews
- Amazon Best Sellers Rank: #4,648 in Books (See Top 100 in Books)
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SPIN Selling 1st Edition
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"Essential for everyone involved in selling or managing the sales function." -- Journal Of Marketing Management --This text refers to the Audio CD edition.
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."
"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
Top customer reviews
I hate sales, even though I've had sales training. It just never seemed to fit the situation for me. This book does. It's the first I've read that distinguishes between the characteristics of one-time and relationship sales and between small sales and major sales. The author isn't telling you how he does it, he's telling you how top sales persons in a variety of business do it successfully, distilled down to the SPIN approach.
Most recent customer reviews
Except Dean graziosi says "People will love you, hire you and buy from you if you understand them." Not they understand you!Read more