• ISBN13: 9780070511132
• Binding: Hardcover
• Subject: N/A
• Publisher: McGraw-Hill Education
• Publisher Imprint: McGraw-Hill Education
• Publication Date: May 22, 1988
• Pages: 197
• Original Price: USD 37.0
• Language: English
• Edition: N/A
• Item Weight: 454 grams

<p><b>From the Back Cover</b><br><p>"This book should be essential reading for everyone involved in selling or managing the sales function -- a welcome, well-researched treatise on selling" <br><b>--Journal of Marketing Management</b> <p>"The first book to specifically examine the major sale -- the high value product or service -- by researching the successful sales calls as they happen in the field." <br><b>--Industry & Commerce</b> <p>"This book is the result of over $1 million of extensive and painstaking research. It breaks new ground and cannot be ignored by anyone who is committed to selling as a profession." <br><b>--Sales Techniques</b> <p>"The revolutionary findings, published here for the first time, will overturn a whole collection of hitherto accepted assumptions. The book also provides a set of simple and practical techniques (known as SPIN) which have already been tried in many leading companies, resulting in a dramatic increase in sales." <br><b>--Business Executive</b> <p>"This is an interesting, lively, and readable treatment of the process by which major sales are closed. Like In Search of Excellence, the material has a curiously inspirational quality which is particularly compelling." <br><b>--Business Graduate</b> <p>"Almost anyone could learn something from this book. Essentially, it is about success, and without this, no sales organization can survive. Buy a copy. We are sure you will find it invaluable." <br><b>--Sales and Marketing Management</b></p>