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Interviews | September 2, 2014

Jill Owens: IMG David Mitchell: The Powells.com Interview



David MitchellDavid Mitchell's newest mind-bending, time-skipping novel may be his most accomplished work yet. Written in six sections, one per decade, The Bone... Continue »
  1. $21.00 Sale Hardcover add to wish list

    The Bone Clocks

    David Mitchell 9781400065677

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11 Local Warehouse Business- Sales
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Synopses & Reviews

Publisher Comments:

How do some salespeople consistently outsell their competition? Why do closing techniques work in small sales but fail in larger ones? How can salespeople dramatically increase their sales volume from major accounts? If you're in sales--or if you manage a sales force--you need the SPIN strategy. Developed from 12 years of research into 35,000 sales calls, SPIN--Situation, Problem, Implication, Need-payoff--is already in use by many of the world's top sales forces. Now these revolutionary, easy-to-apply methods can be yours. With wit and authority, Neil Rackham explains why traditional sales models don't work for large sales. With supreme clarity, he unfolds the enormously successful SPIN strategy, using real-world examples and informative cases. You may find the techniques controversial; they often go against the grain of conventional sales training. In the end, the powerful evidence Rackham presents will convince and convert you.

About the Author

NEIL RACKMAN is president and founder of Huthwaite, Inc. His organization researches, consults, and gives seminars for over 200 leading companies around the world including Xerox, IBM, AT&T, Kodak, and Citicorp. He is the author of over 50 articles and several books which have been translated into 11 languages.

Product Details

ISBN:
9781565114203
Read:
Rackham, Neil
Publisher:
Highbridge Company
Read by:
Kalomer, Bob
Read:
Kalomer, Bob
Author:
Rackham, Neil
Author:
Kalomeer, Bob
Subject:
General
Subject:
Sales & Selling - Techniques
Subject:
Literary
Subject:
Sales & Selling
Subject:
Business, Sales
Edition Description:
; 3 Hours on 3
Abridged:
Y
Publication Date:
20000531
Binding:
COMPACT DISC
Grade Level:
General/trade
Language:
English
Dimensions:
6.11x5.08x.63 in. .25 lbs.

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Related Subjects

Audio Books » Business » Business and Finance
Audio Books » Nonfiction
Business » General
Business » Management
Business » Sales
Business » Writing

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