SPIN Selling Print E-mail

Neil Rackham

An exceptional book that presents a research validated selling model for more complex sales. SPIN is an acronym for Situation, Problem, Implication and Need Payoff. The approach recommended may go against some common assumptions about selling and even techniques often presented in sales training programs. The difference is that Rackham's approach is validated by hard data

Essential for everyone involved in selling or managing the sales function.

Journal Of Marketing Management

More on Amazon.com

< Prev   Next >
 

Leadership Development

  • Applying the Coaching Process
    It is important to understand that coaching is an ongoing process, not an isolated event. The best coaches take advantage of every...
  • Enhance Your Skills with Knowledge
    Leaders are readers. In your efforts to communicate with and motivate others, you must stay abreast of new ideas and developments in...
  • Recognize Basic Human Drives and Desires
    Successful people require a dependable source from which to draw acceptance, approval, and reassurance. Motivation is often neither logical nor factual. People...

Talent Management
phone: (717)918-2035  fax: (717)918-2025    ©2009 Leadership Management, Inc. and Frese Enterprises, Inc.

Leadership Management Institute is a franchise of Leadership Management, Inc. Waco, TX.