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by Neil Rackham
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List Price: $31.99 Amazon.comSave $28.00 (88% off)
The first book on managing major sales from the bestselling author of SPIN® Selling.
Rackham and his organization compiled the largest known body of research into sales success. That research resulted in SPIN Selling, one of the most respected (and at the time controversial) books on sales skills. This book looks at the management side of the same coin. Experienced sales managers will find answers to questions that have bothered them for years. Inexperienced sales managers will eliminate the need to ever ask those questions. Early in the book, Rackham points out that the job of sales manager is the pivotal job in most companies. By the end of the book you believe it!
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