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SPIN selling

Author: Rackham, Neil Publisher: McGraw-Hill, 1988.Language: EnglishDescription: 197 p. : Graphs/Ill. ; 24 cm.ISBN: 0070511136Type of document: BookBibliography/Index: Includes index
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Item type Current location Collection Call number Status Date due Barcode Item holds
Book Europe Campus
Main Collection
Print HF5438 .R33 1988
(Browse shelf)
Available 001321455
Total holds: 0

Includes index


Spin Selling Spin Selling Contents Preface ix 1. Sales Behavior and Sales Success Success in the Larger Sale 4 The Major Sale 6 The Four Stages of a Sales Call Questions and Success 14 11 2. Obtaining Commitment: Closing the Sale What Is Closing? 21 The Consensus on Closing 21 Starting the Research 22 Initial Research 23 The Photo-Store Study 30 Closing and Client Sophistication 34 Closing and Post-Sale Satisfaction 35 Why Is the Rest of the Army Out o Step? 37 f Obtaining the Right Commitment 41 Obtaining Commitment: Four Successful Actions 48 Contents 3. Customer Needs in the Major Sale Different Needs in Small Sales and Large How Needs Develop 55 Implied and Explicit Needs 57 Buying Signals in the Major Sale 62 53 54 4. The SPIN Strategy Situation Questions 67 Problem Questions 69 Implication Questions 73 Need-payoff Questions 81 The Difference between Implication and Need-payoff Questions Back to Open and Closed Questions 90 The SPlN Model 91 How to Use SPlN Questions 94 88 5. Giving Benefits in Major Sales Features and Benefits: The Classic Ways to Demonstrate Capability The Relative Impacts o Features, Advantages, and Benefits 106 f . Selling New Products 111 Demonstrating Capability Effectively 115 99 99 6. Preventing Objections Features and Price Concerns 119 Advantages and Objections 124 Benefits and Support/Approval 133 7. Preliminaries: Opening the Call First Impressions 138 Conventional Openings 139 A Framework for Opening the Call 143 8. Turning Theory Into Practice The Four Golden Rules for Learning Skills 148 A Summay o the Call Stages 152 f A Strategy for Learning the SPIN Behaviors 155 A Rnal Word 159 Contents Appendix A. Evaluating the SPIN Model Correlations and Causes 163 Is Proof Possible? 168 Enter Motorola Canada 173 A New Evaluation Test 180 Final Thoughts on Evaluation 186 Appendix B. Closing-Attitude Scale Calculate Your Score 191 What Do the Scores Mean? 191 Index 193

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