From the best-selling author of SPIN Selling, Getting Partnering Right explains, demystifies and makes sense of the revolution that is taking place in supplier-customer relationships today, redefining how to form locked-in, highly profitable relationships with customers.

Getting Partnering Right: How Market Leaders Are Creating Long-Term Competitive Advantage

Business & Money

Rackham, Neil

Friedman, Lawrence

Ruff, Richard

Management & Leadership

McGraw=Hill

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 their sales forces, and here's the interactive, hands-on field book that provides the practical tools you need to put this revolutionary method into actionimmediately. The SPIN Selling Fieldbook includes: <ul>
<li>Individual diagnostic exercises </li>
<li>Illustrative case studies from leading companies </li>
<li>Practical planning suggestions </li>
<li>Provocative questionnaires </li>
<li>Practice sessions to prepare you for dealing with challenging selling situations </li>
</ul>
Written by the pioneering author of the original bestseller, SPIN Selling, this book is aimed at making implementation easy for companies that have not yet established SPIN techniques. It will also enable companies that are already using the method to reinforce SPIN methods in the field and in coaching sessions.

The SPIN Selling Fieldbook: Practical Tools, Methods, Exercises, and Resources

Economics

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 who sell. Capitalizing on research into the practices of cutting edge companies, the authors show how the successful sales force breaks away from traditional thinking and transforms themselves into complex business processes with multiple sales approaches and selling mdoels that meet the demands of today's sophisticated customers.

Rethinking the Sales Force: Redefining Selling to Create and Capture Customer Value

DeVincentis, John

Considers the management strategies, techniques and skills necessary for major sales and aims to show how these can be developed to improve sales performance, outlining alternative strategies for increasing sales effectiveness and using real-life case studies throughout.

The Management of Major Sales: Practical Strategies

Gower Publishing Ltd

Shipped from UK, please allow 10 to 21 business days for arrival. Neil Rackham XI, 260pp. Good reading copy.

SPIN®-Selling

GOWER PUBLISHING CO

True or false? In selling high-value products or services: 'closing' increases your chance of success; it is essential to describe the benefits of your product or service to the customer; objection handling is an important skill; open questions are more effective than closed questions. All false, says this provocative book. Neil Rackham and his team studied more than 35,000 sales calls made by 10,000 sales people in 23 countries over 12 years. Their findings revealed that many of the methods developed for selling low-value goods just don�t work for major sales. Rackham went on to introduce his SPIN-Selling method. SPIN describes the whole selling process: Situation questions Problem questions Implication questions Need-payoff questions SPIN-Selling provides you with a set of simple and practical techniques which have been tried in many of today�s leading companies with dramatic improvements to their sales performance.

SPIN® -Selling

Real Estate

Routledge

SPIN Selling

How do some salespeople consistently outsell their competition? Why do closing techniques work in small sales but fail in larger ones? How can salespeople dramatically increase their sales volume from major accounts? If you're in sales--or if you manage a sales force--you need the SPIN strategy. Developed from 12 years of research into 35,000 sales calls, SPIN--Situation, Problem, Implication, Need-payoff--is already in use by many of the world's top sales forces. Now these revolutionary, easy-to-apply methods can be yours. With wit and authority, Neil Rackham explains why traditional sales models don't work for large sales. With supreme clarity, he unfolds the enormously successful SPIN strategy, using real-world examples and informative cases. You may find the techniques controversial; they often go against the grain of conventional sales training. In the end, the powerful evidence Rackham presents will convince and convert you.

Spin Selling

Marketing & Sales

HighBridge Audio

A Telling of Stones

Literature & Fiction

Mythology & Folk Tales

Acair

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