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"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 successful sales calls as they happen in the field."
Industry & Commerce
"The question that the book sets out to answer is, "How can you be successful in one sales job and fail entirely in another?" Salespeople have been asking themselves that for years. And Rackham answers the question in an utterly surprising and completely convincing way. He claims that many of the skills which make salespeople successful with smaller sales actually prevent their success with larger sales. The findings of the book are based on the most exhaustive research ever carried out in the selling skills area, involving 35,000 sales calls conducted over a period of 12 years. The interesting conclusions are backed by case studies and some impressive statistics. And they are certainly helped along by Rack- ham's lively and chatty style of writing.
"The book is the result of over $1 million of extensive and painstaking research. It breaks new ground and it cannot be ignored by anyone who is committed to selling as a profession."
Sales Technique
"The revolutionary findings, published here for the first time, will overturn a whole col- lection 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
"The author, Neil Rackham, is not a salesman turned author, he is a respected research psychologist who is basically concerned with human behavior. I found it totally compulsive and, although it is controversial and at odds with many of the conventional sales training philosophies, the ideas are not only interesting but are shown to be effective. It is the re- search content of the book which is so important. Neil Rackham is not simply pontificating about his own idea; he has 15 years' background research to back him up. He has advised many leading companies, such as IBM, Kodak, and Honeywell and these companies figure in some of the case studies.
"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
"...destined to become a sales management classic."
Technology Business
Journal of Marketing Management
"The first book to specifically examine the major sale - the high value product or service-by researching successful sales calls as they happen in the field."
Industry & Commerce
"The question that the book sets out to answer is, "How can you be successful in one sales job and fail entirely in another?" Salespeople have been asking themselves that for years. And Rackham answers the question in an utterly surprising and completely convincing way. He claims that many of the skills which make salespeople successful with smaller sales actually prevent their success with larger sales. The findings of the book are based on the most exhaustive research ever carried out in the selling skills area, involving 35,000 sales calls conducted over a period of 12 years. The interesting conclusions are backed by case studies and some impressive statistics. And they are certainly helped along by Rack- ham's lively and chatty style of writing.
"The book is the result of over $1 million of extensive and painstaking research. It breaks new ground and it cannot be ignored by anyone who is committed to selling as a profession."
Sales Technique
"The revolutionary findings, published here for the first time, will overturn a whole col- lection 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
"The author, Neil Rackham, is not a salesman turned author, he is a respected research psychologist who is basically concerned with human behavior. I found it totally compulsive and, although it is controversial and at odds with many of the conventional sales training philosophies, the ideas are not only interesting but are shown to be effective. It is the re- search content of the book which is so important. Neil Rackham is not simply pontificating about his own idea; he has 15 years' background research to back him up. He has advised many leading companies, such as IBM, Kodak, and Honeywell and these companies figure in some of the case studies.
"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
"...destined to become a sales management classic."
Technology Business