SPIN SELLING(SUCCESS IN MAJOR SALES/NEIL RACKHAM HC/NEW

The Huthwaite corporation's 12-year, $1 million research into effective sales performance - published here for the first time in the United States - is the best-documented account of sales success ever collected. It has resulted in the unique sales strategy, SPIN Situation, Problem, Implication, Need- payoff. The SPIN strategy is already used by many of the world's top sales forces. Now, with the publication of this new book, these revolutionary, easy-to-apply methods can be yours.

Author Neil Rackham explains with wit and authority why traditional sales models, which were developed for small consumer sales, just don't work for large sales. He shows how conventional selling methods are doomed to fail in major sales. But most important of all, he unfolds with supreme clarity the enormously successful SPIN strategy.

No other method is so completely backed by hard research data. You may find the techniques controversial. They will often go against the grain of conventional sales training. But in the end, the powerful evidence presented here will convince and convert you.

Based on the largest research project ever undertaken in the field--over 35,000 sales calls over 12 years--S.P.I.N. Selling shows why major sales require a new and different set of skills from those that have always been used for small sales.

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

This hardcover edition is published by MCGRAW-HILL BOOK COMPANY (Orig. pub. in 1988---this is a later printing...197 pages).  (Orig.pub@$24.95).  The book and dust jacket are in excellent (like-new) condition.  (9.5 on a 10 scale).