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SPIN®-Selling



True or false? In selling high-value products or services: “closing” increases your chance of success; it is essential to describe the benefits of your product or service to the customer; objection handling is an important skill; and open questions are more effective than closed questions. All false, says Neil Rackham. He and his team studied more than 35,000 sales calls made by 10,000 sales people in 23 countries over 12 years. Their findings revealed that many of the methods developed for…


Spin Selling

Pub Date : 1995 | Author : Neil Rackham | Publisher : Gower Publishing Company, Limited

ISBN 10 : 0566076896
ISBN 13 : 9780566076893

True or false? In selling high-value products or services: âe¢ 'closing' increases your chance of success âe¢ it is essential to describe the benefits of your product or servic..


Architect S Essentials Of Negotiation

Pub Date : 2009-03-16 | Author : Ava J. Abramowitz | Publisher : John Wiley & Sons

ISBN 10 : 9780470426883
ISBN 13 : 0470426888

"Where do you turn if you are an architect or student wanting to deepen those skill sets that will make you a more successful professional? Well, taking a look at Ava Abramowitz′..



Hubris

Pub Date : 2007 | Author : Michael Isikoff | Publisher : Broadway Books

ISBN 10 : 9780307346827
ISBN 13 : 030734682X

A behind-the-scenes analysis of the controversial decisions and power struggles that went on within the Bush administration as officials planned and defended the invasion of Iraq e..


Professional Selling A Trust Based Approach

Pub Date : 2007-02-05 | Author : Thomas N. Ingram | Publisher : Cengage Learning

ISBN 10 : 9780324538090
ISBN 13 : 032453809X

PROFESSIONAL SELLING: A TRUST BASED-APPROACH, 4e provides students with a comprehensive coverage of contemporary professional selling in an interesting and challenging manner. Incl..


The Selling Of Free Trade

Pub Date : 2001 | Author : John R. MacArthur | Publisher : Univ of California Press

ISBN 10 : 0520231783
ISBN 13 : 9780520231788

"If there is spin, there is counterspin: The Selling of 'Free Trade' is a devastating unraveling of yet another Bill Clinton con job. MacArthur tells the NAFTA story in the voices ..



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