SPIN Selling
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 f...
SPIN Selling Fieldbook: Practical Tools, Methods, Exercises and Resources
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 use...
Personlig Försäljning
Under 12 år har författaren och hans organisation analyserat över 35 000 kvalificerade säljsamtal och säljsituationer. De metoder som han arbetat fram har sedan testats av ca 10 säljare i ett stort antal länder, däribland Sverige. Ett tusental försäljningschefer har varit inblandade. Boken vänder upp och ned på många traditionella metoder. Den visar situation för situation hur man brukar göra och hur man borde göra. Boken handlar om värdemässigt större och mer kvalificerad försäljning. Försäljning där den traditionella säljtekniken kan vara direkt negativ. Om författarenFörfattaren Nell Rackham bedrev forskning i psykologi vid Sheffield University när han startade Huthwaite Inc. Han har skrivit ett flertal artiklar och böcker i ämnet interaktiva beteenden, däribland klassikern "Evaluation of Management Training".
Major Account Sales Strategy (PB)
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 w...
SPIN¿ -Selling
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 ar...
Rethinking the Sales Force: Redefining Selling to Create and Capture Customer Value
Sales forces that simply communicate value to customers are doomed to fail - sales must begin to create customer value to survive. In today's markets, success can no longer be obtained by salespeople communicating the value of a product or service...
Rackham's Color Illustrations for Wagner's "Ring"
By the time England's leading illustrator, Arthur Rackham, began his work on Wagner's "Ring" cycle, he was already famous throughout the world for his interpretations of fairy tales and myths. This edition features 64 fullpage colour ill...
Woodlands
'Trees are wildlife just as deer or primroses are wildlife. Each species has its own agenda and its own interactions with human activities ?' Written by one of Britain's best-known naturalists, Woodlands offers a fascinating new insight into the t...
Trees and Woodland in the British Landscape
A beautifully written classic of nature writing. 'A masterly account...of supreme interest...a classic' Country Life Long accepted as the best work on the subject, Oliver Rackham's book is both a comprehensive history of Britain's woodland and a f...
Ash Tree
Ash is one of the most common trees in the British Isles - there are nearly as many ash trees as there are people. Perhaps this is why we take them for granted. Poets write of oak, yew, elm, willow, rarely ash.No books have been written about ash ...
Woodlands
'Trees are wildlife just as deer or primroses are wildlife. Each species has its own agenda and its own interactions with human activities ?' Written by one of Britain's best-known naturalists, Woodlands offers a fascinating new insight into the t...
The History of the Countryside
From its earliest origins to the present day, this award-winning, beautifully written book describes the endlessly changing character of Britain's countryside. 'A classic' Richard Mabey Exploring the natural and man-made features of the land - fie...
The Prometheus Bound of Aeschylus
Originally published in 1899 as part of the Pitt Press Series, this book contains the Greek text of Aeschylus' Prometheus Bound. The tragedy is prefaced with a history of Prometheus in Greek myth and an attempted reconstruction of the other two pl...
The Cambridge Companion to Postcolonial Literary Studies
The Cambridge Companion to Postcolonial Literary Studies, first published in 2004, offers a lucid introduction and overview of one of the most important strands in recent literary theory and cultural studies. The volume aims to introduce readers t...
Stochastic Volatility
Neil Shephard has brought together a set of classic and central papers that have contributed to our understanding of financial volatility. They cover stocks, bonds and currencies and range from 1973 up to 2001. Shephard, a leading researcher in th...
Social Happiness
The development of happiness as an explicit theme in social research and policy worldwide has been rapid and remarkable, posing fundamental questions about our personal and collective motives and purposes. This book examines the achievements and p...
Treasure Neverland
Treasure Neverland is about factual and fictional pirates. Swashbuckling eighteenth-century pirates were the ideal pirates of all time and tales of their exploits are still popular today. Most people have heard of Blackbeard and Captain Kidd even ...
Hate Crime
Hate crime has become an increasingly familiar term in recent times as problems of bigotry and prejudice continue to pose complex challenges for societies across the world. Although greater recognition is now afforded to hate crimes and their asso...
A Concise History of Sweden
Neil Kent's book sweeps through Sweden's history from the Stone Age to the present day. Early coverage includes Viking hegemony, the Scandinavian Union, the Reformation and Sweden's political zenith as Europe's greatest superpower in the seventeen...
Sheep Flock Health
Sheep Flock Health: a planned approach is a practical guide to the diagnosis and management of production limiting diseases in sheep. The problem-based approach helps both farmers and veterinary practitioners identify health problems. The focus is...
Is Technology Good for Education?
Digital technologies are a key feature of contemporary education. Schools, colleges and universities operate along high-tech lines, while alternate forms of online education have emerged to challenge the dominance of traditional institutions. Acco...
British Business in the Formative Years of European Integration, 1945-1973
This book questions conventional accounts of the history of European integration and British business. Integration accounts normally focus on the nation-state, while Neil Rollings focuses on business and its role in the development of European int...
Sport Governance
Sport governance has become an increasingly widespread subject for research and teaching in sports studies. This engaging and accessible textbook examines the governance of sport organisations in a changing political, legal, financial and socio-cu...
A Concise History of Sweden
Neil Kent's book sweeps through Sweden's history from the Stone Age to the present day. Early coverage includes Viking hegemony, the Scandinavian Union, the Reformation and Sweden's political zenith as Europe's greatest superpower in the seventeen...
Or You Could Kiss Me
Winter 2036, two old men search for a way to say goodbye after a lifetime spent together. In the perfect summer of 1971, their younger selves search for the courage to fall in love. Poised halfway between these two stories, one imagined, one remem...
In the Moment
SHORTLISTED: Business Book Awards 2024 - Business Self-Development Category There are moments throughout our lives when our confidence and creativity can make all the difference. Discover how to transform your career and grow your network by findi...
The Cambridge Companion to Twentieth-Century English Poetry
The last century was characterised by an extraordinary flowering of the art of poetry in Britain. These specially commissioned essays by some of the most highly regarded poetry critics offer a stimulating and reliable overview of English poetry of...
Music in the Horror Film
Music in Horror Film is a collection of essays that examine the effects of music and its ability to provoke or intensify fear in this particular genre of film. Frightening images and ideas can be made even more intense when accompanied with fright...
Neuroethics
Neuroscience has dramatically increased understanding of how mental states and processes are realized by the brain, thus opening doors for treating the multitude of ways in which minds become dysfunctional. This book explores questions such as whe...
Treasure Neverland
Treasure Neverland is about factual and fictional pirates. Swashbuckling eighteenth-century pirates were the ideal pirates of all time and tales of their exploits are still popular today. Most people have heard of Blackbeard and Captain Kidd even ...
Promoting Equality
Promoting Equality
Writing Essays in English Language and Linguistics
English language and linguistics shares many of its writing conventions with those of other disciplines, but there are certain features and expectations that distinguish it as a subject. This book is written specifically to help undergraduate stud...
Gift and Gain
The economy of ancient Rome, with its money, complex credit arrangements, and long-range shipping, was surprisingly modern. Yet Romans also exchanged goods and services within a robust system of gifts and favors, which sustained the supportive rel...
Intellectual Privacy
Most people believe that our rights to privacy and free speech are inevitably in conflict. Courts all over the world have struggled with how to reconcile the two for over a century, and the rise of the Internet has made this problem more urgent. W...
Introducing Philosophy
Written for any readers interested in better harnessing philosophy's real value, this book covers a broad range of fundamental philosophical problems and certain intellectual techniques for addressing those problems. In Introducing Philosophy: God...