SPIN Selling

Journal Of Marketing Management
"Essential for everyone involved in selling or managing the sales function." --This text refers to an out of print or unavailable edition of this title.

Product Description

The international bestseller that revolutionized high-end selling!

Written by Neil Rackham, former president and founder of Huthwaite corporation, SPIN Selling is essential reading for anyone involved in selling or managing a sales force. Unquestionably the best-documented account of sales success ever collected and the result of the Huthwaite corporation's massive 12-year, $1-million dollar research into effective sales performance, this groundbreaking resource details the revolutionary SPIN (Situation, Problem, Implication, Need-payoff) strategy.

In SPIN Selling, Rackham, who has advised leading companies such as IBM and Honeywell delivers the first book to specifically examine selling high-value product and services. By following the simple, practical, and easy-to-apply techniques of SPIN, readers will be able to dramatically increase their sales volume from major accounts. Rackham answers key questions such as “What makes success in major sales” and “Why do techniques like closing work in small sales but fail in larger ones?”

You will learn why traditional sales methods which were developed for small consumer sales, just won't work for large sales and why conventional selling methods are doomed to fail in major sales. Packed with real-world examples, illuminating graphics, and informative case studies - and backed by hard research data - SPIN Selling is the million-dollar key to understanding and producing record-breaking high-end sales performance.


From the Back Cover

"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 researching the successful sales calls as they happen in the field."
--Industry & Commerce

"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."
--Sales Techniques

"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."
--Business Executive

"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."
--Business Graduate

"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."
--Sales and Marketing Management

About the Author

NEIL RACKHAM is founder and former president of Huthwaite, Inc. Huthwaite researches, consults, and provides seminars for over 200 leading sales organizations around the world, including Xerox, IBM, and Citicorp. His academic background is in research psychology. It was at the University of Sheffield, England, that he began his research into sales effectiveness that resulted in SPIN. Mr. Rackham is the author of more than 50 articles and several books.

1,001 Ways to Get Promoted

Product Details

* Amazon Sales Rank: #1451491 in Books
* Published on: 2000-01
* Number of items: 1
* Binding: Paperback
* 255 pages

Editorial Reviews

Book Info
Presents how to do a better job of self-promotion. Offers 1001 techniques and true life stories covering all the critical promotional functions, including how to identify your promotional strategies and fit them into a master plan. Softcover. DLC: Career development.
Customer Reviews

A Good Read!4
If you're just beginning your career or if you're stalled and wondering why you're not progressing up the ladder, you will find David E. Rye's basic book quite useful. His credo: Use self-promotion to attain professional promotion. Don't be misled by the gimmicky title. This is not a list of 1,00l ways to land that promotion. Instead, Rye builds his book around seven strategies that let everyone know you are management material. We [...] like one thing in particular - at pivotal points in each chapter, Rye recommends books that will take you further into the particular subject that chapter covers. This is a great idea, and more business books should refer onward this way. So, if you're just starting out or if you need a boost up the corporate ranks, this book will tell you how to climb, or at least tell you where to go to find out what you need to know.

Nice idea, but where is the delivery ?3
I read about a third of the book before giving up. I found it to be useful from the point of view of identifying and rating ones own skills, but it then went on about powerplays in the workplace. While this is an essential part of promotions, it is not a good long term strategy if the principle one wants to adopt is to be promoted on merit.

The book (or at least what I read) lacked any discussion on exercising the brain so that one can improve their methodology. Doing this would help one improve the quality of their work, and then achieve their promotional goals. Its just a different way of getting there but in a way that promotes ones confidence in their own work.

The overall theme of the book was to offer self improvement in many key areas, but it seemed to focus on how to respond to situations, not how to create them. Maybe I'm wrong. Maybe I should finish reading it.

A Great Book - One of a Kind5
In the work place, we all know that we are good and believe that is all that it takes to get ourselves promoted, automatically. Mr. Rye does an excellent job of pointing out that this may not happen unless you take action to promote yourself every day. He gives you well over 1,001 ways to do that. I use it as a daily reference book and it has already helped me get the promotion that I have always wanted. I'm already working on my next promotion, thanks to Mr. Rye's advice.