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 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 res...

Um arsenal de táticas perspicazes e estratégias vencedoras para fazer de você um sucesso nas vendas para grandes clientes. Saber como chegar a quem decide a compra, lidar com a concorrência, entender a psicologia do comprador e atender ao cliente ? essas são as chaves para o sucesso quando você precisa encarar grandes clientes. Eis aqui um livro com estratégias e táticas práticas, comprovadamente eficazes para todo o ciclo de vendas para grandes contas. Com base na exaustiva pesquisa de Ne...

This book forms part of a series, dedicated to the artwork of Arthur Rackham (1867 – 1939), one of the most celebrated artists of the British Golden Age of Illustration. Over his long and illustrious career, he contributed to over 150 books, magazines and periodicals, resulting in a vast array of original artworks. Whether producing whimsical children’s images or murkier, foreboding drawings for adults, Rackham’s unique style of illustration was (and still is) admired by countless collecto...

'Like reading the notebooks and diaries of a cook and host who knows where all the good things are to be had, delighting in all the many joys of the table' Jeremy LeeI brought the cake over, covered with whipped cream and sugared sage leaves, and as I began to cut it I felt overcome with happiness, looking at friends from so many places, with those they loved and were able to love.Cook, writer and gourmand Jago Rackman has always sensed a specific ...

An office-bound agent gets one chance—one—to go out into the field and live her dream. But she may be sent right back to her desk if she fails to rein in a roguish, impulsive Ripperologist.Agent Artful Doyle, the Bureau's expert on Reports and Regulations, has been unexpectedly given an assignment after three years doing paperwork. She's been sent to "bring to heel" their foremost Ripperologist, Agent Darrish Fox, who shows dangerous signs of going rogue. But when ...

A beautifully written classic of nature writing.'A masterly account...of supreme interest...a classic' Country LifeLong accepted as the best work on the subject, Oliver Rackham's book is both a comprehensive history of Britain's woodland and a field-work guide that presents trees individually and as part of the landscape.From prehistoric times, through the Roman period and into the Middle Ages, Oliver Rackham describes the changing character, role an...

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 th...

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 MabeyExploring the natural and man-made features of the land - fields, highways, hedgerows, fens, marshes, rivers, heaths, coasts, woods and wood pastures - he shows conclusively and unforgettably how they have developed over the centuries. In doing so, he covers a...

In celebration of Arthur Rackham’s 150th birthday, this volume features 150 of the Golden Age Illustrator’s most beautiful works.This gorgeous collection showcases a breadth of enchanting images from pioneering illustrator, Arthur Rackham. Featuring artwork from treasured classics such as A Midsummer Night’s Dream, Grimm’s Fairy Tales, and Undine, as well as his wondrous 1905 edition of Rip Van Winkle, and his final publication, ...

The Romance of King Arthur and his Knights of the Round Table is an abridged narrative from Malory’s classic text, Morte D’Arthur, edited by Alfred W. Pollard. Le Morte d’Arthur is a compilation by Sir Thomas Malory of traditional tales about the legendary King Arthur, Guinevere, Lancelot, and the Knights of the Round Table. First published in 1485, The Romance of King Arthur is now one of the best-known works of Arthurian literature; and is here masterfully re-told by Alfred Pollard (1859...

Theirs is an affair destined to end in murder!Thomas had never met a woman like Alice Rackham. A film-star: sophisticated and uninhibited. Not only is their passion intense, but she could help this impoverished young actor with his own career. Surely it doesn’t really matter that she has danger written all over her…As he isn’t the only one smitten with Alice: her ex-lover skulks ceaselessly outside her home and keeps a former policeman on retainer. A giant ...

An Arsenal of Shrewd Tactics and Winning Strategies to Make You a Major Account Sales SuccessKnowing how to get to the decision maker, deal with the competition, understand buyer psychology, and service the client--these are the keys to success when you need to nail down major accounts. Now, for the first time, here's a book of practical, proven-effective strategies and tactics for the entire major account sales cycle.Based on Neil Rackham's exhaustive rese...