Neil Rackham: 3 books
by Neil Rackham
Language: English
Release Date: May 22, 1988
Language: English
Release Date: May 22, 1988
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...
by Neil Rackham
Language: English
Release Date: January 1, 1989
Language: English
Release Date: January 1, 1989
An Arsenal of Shrewd Tactics and Winning Strategies to Make You a Major Account Sales Success
Knowing how to get to the decision maker, deal with the competition, understand buyer psychology, and service the client--these are the keys to success when you need to nail down major accounts. Now,...
by John DeVincentis, Neil Rackham
Language: English
Release Date: January 15, 1999
Language: English
Release Date: January 15, 1999
In today's markets, success no longer depends on communicating the value of products or services. It rests on the crucial ability to create value for customers. Sales forces need to retool current strategies by recognizing the customer's dominant power in today's economy and what that means for those...