Books with author Neil Rackham

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. Sales Behavior and Sales Success. Obtaining Commitment: Closing the Sale. Customer Needs in the Major Sale. The SPIN Strategy. Giving Benefits in Major Sales. Preventing Objections. Preliminaries: Opening the Call. Turning Theory into Practice.

William Shakespeare is arguably the most pivotal and widely read figure in the history of English literature. This comprehensive collection highlights some of the bard’s best works, adapted to be more easily read and digestible for children. Featured within are some of the bard’s most famous and compelling works, including: The Comedy of ErrorsHamletMacbethThe Merchant of VeniceOthelloRomeo and JulietThe TempestAnd many more! Paired alongside gorgeous classic illustrations by notable Golden Age illustrator Arthur Rackham, Beautiful Stories from Shakespeare for Children makes a magnificent gift and great addition to any young reader’s budding library.

William Shakespeare is arguably the most pivotal and widely read figure in the history of English literature. This comprehensive collection highlights some of the bard’s best works, adapted to be more easily read and digestible for children. Featured within are some of the bard’s most famous and compelling works, including: The Comedy of ErrorsHamletMacbethThe Merchant of VeniceOthelloRomeo and JulietThe TempestAnd many more! Paired alongside gorgeous classic illustrations by notable Golden Age illustrator Arthur Rackham, Beautiful Stories from Shakespeare for Children makes a magnificent gift and great addition to any young reader’s budding library.

William Shakespeare is arguably the most pivotal and widely read figure in the history of English literature. This comprehensive collection highlights some of the bard’s best works, adapted to be more easily read and digestible for children. Featured within are some of the bard’s most famous and compelling works, including: The Comedy of ErrorsHamletMacbethThe Merchant of VeniceOthelloRomeo and JulietThe TempestAnd many more! Paired alongside gorgeous classic illustrations by notable Golden Age illustrator Arthur Rackham, Beautiful Stories from Shakespeare for Children makes a magnificent gift and great addition to any young reader’s budding library.

William Shakespeare is arguably the most pivotal and widely read figure in the history of English literature. This comprehensive collection highlights some of the bard’s best works, adapted to be more easily read and digestible for children. Featured within are some of the bard’s most famous and compelling works, including: The Comedy of ErrorsHamletMacbethThe Merchant of VeniceOthelloRomeo and JulietThe TempestAnd many more! Paired alongside gorgeous classic illustrations by notable Golden Age illustrator Arthur Rackham, Beautiful Stories from Shakespeare for Children makes a magnificent gift and great addition to any young reader’s budding library.

William Shakespeare is arguably the most pivotal and widely read figure in the history of English literature. This comprehensive collection highlights some of the bard’s best works, adapted to be more easily read and digestible for children. Featured within are some of the bard’s most famous and compelling works, including: The Comedy of ErrorsHamletMacbethThe Merchant of VeniceOthelloRomeo and JulietThe TempestAnd many more! Paired alongside gorgeous classic illustrations by notable Golden Age illustrator Arthur Rackham, Beautiful Stories from Shakespeare for Children makes a magnificent gift and great addition to any young reader’s budding library.

William Shakespeare is arguably the most pivotal and widely read figure in the history of English literature. This comprehensive collection highlights some of the bard’s best works, adapted to be more easily read and digestible for children. Featured within are some of the bard’s most famous and compelling works, including: The Comedy of ErrorsHamletMacbethThe Merchant of VeniceOthelloRomeo and JulietThe TempestAnd many more! Paired alongside gorgeous classic illustrations by notable Golden Age illustrator Arthur Rackham, Beautiful Stories from Shakespeare for Children makes a magnificent gift and great addition to any young reader’s budding library.

William Shakespeare is arguably the most pivotal and widely read figure in the history of English literature. This comprehensive collection highlights some of the bard’s best works, adapted to be more easily read and digestible for children. Featured within are some of the bard’s most famous and compelling works, including: The Comedy of ErrorsHamletMacbethThe Merchant of VeniceOthelloRomeo and JulietThe TempestAnd many more! Paired alongside gorgeous classic illustrations by notable Golden Age illustrator Arthur Rackham, Beautiful Stories from Shakespeare for Children makes a magnificent gift and great addition to any young reader’s budding library.

William Shakespeare is arguably the most pivotal and widely read figure in the history of English literature. This comprehensive collection highlights some of the bard’s best works, adapted to be more easily read and digestible for children. Featured within are some of the bard’s most famous and compelling works, including: The Comedy of ErrorsHamletMacbethThe Merchant of VeniceOthelloRomeo and JulietThe TempestAnd many more! Paired alongside gorgeous classic illustrations by notable Golden Age illustrator Arthur Rackham, Beautiful Stories from Shakespeare for Children makes a magnificent gift and great addition to any young reader’s budding library.

William Shakespeare is arguably the most pivotal and widely read figure in the history of English literature. This comprehensive collection highlights some of the bard’s best works, adapted to be more easily read and digestible for children. Featured within are some of the bard’s most famous and compelling works, including: The Comedy of ErrorsHamletMacbethThe Merchant of VeniceOthelloRomeo and JulietThe TempestAnd many more! Paired alongside gorgeous classic illustrations by notable Golden Age illustrator Arthur Rackham, Beautiful Stories from Shakespeare for Children makes a magnificent gift and great addition to any young reader’s budding library.

William Shakespeare is arguably the most pivotal and widely read figure in the history of English literature. This comprehensive collection highlights some of the bard’s best works, adapted to be more easily read and digestible for children. Featured within are some of the bard’s most famous and compelling works, including: The Comedy of ErrorsHamletMacbethThe Merchant of VeniceOthelloRomeo and JulietThe TempestAnd many more! Paired alongside gorgeous classic illustrations by notable Golden Age illustrator Arthur Rackham, Beautiful Stories from Shakespeare for Children makes a magnificent gift and great addition to any young reader’s budding library.

William Shakespeare is arguably the most pivotal and widely read figure in the history of English literature. This comprehensive collection highlights some of the bard’s best works, adapted to be more easily read and digestible for children. Featured within are some of the bard’s most famous and compelling works, including: The Comedy of ErrorsHamletMacbethThe Merchant of VeniceOthelloRomeo and JulietThe TempestAnd many more! Paired alongside gorgeous classic illustrations by notable Golden Age illustrator Arthur Rackham, Beautiful Stories from Shakespeare for Children makes a magnificent gift and great addition to any young reader’s budding library.