SPIN Selling

"Thisbookshouldbeessentialreadingforeveryoneinvolvedinsellingormanagingthesalesfunction--awelcome，well-researchedtreatiseonselling"--JournalofMarketingManagement"Thefirstbooktospecificallyexaminethemajorsale--thehighvalueproductorservice--byresearchingthesuccessfulsalescallsastheyhappeninthefield."--IndustryandCommerce"Thisbookistheresultofover$1millionofextensiveandpainstakingresearch.Itbreaksnewgroundandcannotbeignoredbyanyonewhoiscommittedtosellingasaprofession."--SalesTechniques"Therevolutionaryfindings，publishedhereforthefirsttime，willoverturnawholecollectionofhithertoacceptedassumptions.Thebookalsoprovidesasetofsimpleandpracticaltechniques(knownasSPIN)whichhavealreadybeentriedinmanyleadingcompanies，resultinginadramaticincreaseinsales."--BusinessExecutive"Thisisaninteresting，lively，andreadabletreatmentoftheprocessbywhichmajorsalesareclosed.LikeInSearchofExcellence，thematerialhasacuriouslyinspirationalqualitywhichisparticularlycompelling."--BusinessGraduate"Almostanyonecouldlearnsomethingfromthisbook.Essentially，itisaboutsuccess，andwithoutthis，nosalesorganizationcansurvive.Buyacopy.Wearesureyouwillfinditinvaluable."--SalesandMarketingManagement