- 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: 13.6 ounces (View shipping rates and policies)
- Average Customer Review: 345 customer reviews
- Amazon Best Sellers Rank: #2,668 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
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Top customer reviews
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Neil Rackham knows how to write. He gives you all of the details in some special way that doesn't
bog you down trying to play catch up.
He was a different approach to selling than most. but not so different actually.
I highly recommend this book. even if you don't imply the techniques its still a good read.
Most recent customer reviews
Finally a book that describes the difference between a large and small sale, and the difference on how to make the sale.Read more