“neil rackham”

Shows you how to actually put into practice theproven tools and techniques outlined in that cutting-edge guide. After a reviewof the SPIN method of selling, Neil Rackham zeroes in on the critical SPINquestioning behaviors. He shows you how to apply the tools and techniques toyour own selling situati... More

"This book should be essential reading for everyone involved in selling or managing the sales function -- a welcome, well-researched treatise on selling." --Journal of Marketing Management. . "The first book to specifically examine the major sale -- the high value product or service -- by researchin... More

Put into practice today's winning strategy for achieving success in high-end sales!. . "The SPIN Selling Fieldbook" is your guide to the method that has revolutionized big-ticket sales in the United States and globally. It's the method being used by one-half of all Fortune 500 companies to train the... More

In today's markets, success can no longer be obtained by salespeople communicating the value of a product or service - it rests on the critical ability to create value for customers. Enter Rethinking the Sales Force. Best-selling author Neil Rackham and international sales and marketing consultant J... More

Salespeople, marketers, managers--everyone who is involved in selling today-- agrees that major accounts are critical to survival. Major Account Sales Strategy is the first book to offer new, proven-effective strategies for major account sales.An Arsenal of Shrewd Tactics and Winning Strategies to M... More

The first book on managing major sales from the bestselling author of "SPIN(R) Selling,"... More

The year 2009 is the Chinese Year of the Ox – what will this mean for you? This complete guide contains all the predictions you will need to take you into the year ahead – a year which offers great hope, advancement and opportunity. The ancient art of Chinese astrology, which predates the Wester... More