SPIN Selling

Book Description

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 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.

Customer Reviews:

A classic and one of the very best.......2007-09-02

SPIN is a classic, one of the books that revolutionized professional selling. It amazes me to read some of the negative reviews of this book posted here. Some of this I attribute to lack of knowledge of the history of our "profession," which bears few hallmarks of being a profession yet. Can you get a four year college degree in SELLING, the one thing every business must do well to survive, let alone prosper? Except for programs at a small handful of universities around the country, the answer is NO. Do we have peer-reviewed journals in our profession? NO. Do we have accepted standards and professional certification? NO.

What Neil Rackham, a behavioral researcher, did for selling was huge. He applied the techniques of research and analysis to our profession. Until then, no one could say definitively that "always be closing" was bad advice. But in business to business selling, in high-tech selling to educated professionals, the "ABC's of selling" is only one of many pieces of bad information that passed for "wisdom" before Rackham showed them up for what they were. Such sales tactics are the reason salespeople have been saddled with negative stereotypes.

Some reviewers condemn Rackham by saying that companies cited, such as Kodak, IBM, and Xerox have suffered business reversals since this book came out. Sorry folks, but good salespeople using good selling techniques will not, alone, save your company. MANY companies that were at the top of their industries in the 1970s and 1980s are either out of business or have suffered serious reversals in the years since. That is a different issue altogether, and if you are looking for explanations try STRATEGY books like "Good to Great" by Jim Collins or "Strategy" by Michael Porter. Someone on this site said that IBM's loss of computer business to other PC makers was evidence of the failure of SPIN...totally ridiculous. IBM passed on the operating system that became DOS, which in turn became the engine fueling MicroSoft's ascent to the heights. In hardware manufacturing IBM ignored lots of evidence that a paradigm shift was underway and PCs were becoming commodity items.

The negative reviewers are looking for a silver bullet in many cases: SPIN will not transform you into a president's club winner by reading it. It is how you apply and practice it that will enable your success. Becoming expert in the use of this simple framework requires work and thought. What Rackham showed us is that the WORDS we use are important, along with HOW WE USE THEM. We must understand THEIR goals and focus on being part of THEIR success if we are to be successful in a sustainable, long-term partnership. Also that we must not be manipulative or treat other people (aka "customers" or "prospects") in ways we would not want to be treated ourselves. The acronym "SPIN" was coined before Washington politicians gave the word the negatie connotation it now has.

SPIN is not the only good refenence book for salespeople, but it is a landmark book, the result of research that has not, to my knowlege, been replicated since. It should be a held in great esteem by any sales professional. Rackham's concept of an "Advance" as an objective way to measure the progress of a sales call is, alone, worth the price of this book.

By the way, I have been in sales for 30 years, as a salesperson, sales manager, and director of training for a Fortune 500 company. I still have a lot to learn. But one thing I do know: there is tremendous value in this book for any salesperson with an open mind and the desire to continue growing, learning and improving as a sales professional.

Highly effective technique in high-touch Sales.......2007-07-19

This book is a simple guide to improve your effectiveness as a sales professional in high-value direct enterprise sales situations. Regardless of culture and language, people on the other side of the table from a sales person have an instinctive judgment to mis-trust any characteristic that seems contrived or unnatural. Genuineness is a pre-requisite. Therefore, like with any sales theory, rote learning and implementation of the theory is futile. Having said that, internalizing the fundamental premise of this book in my everyday life as a sales-person has been rewarding over the years and across geographies, cultures, languages and types of product/service being sold.

SPIN selling goes well with approaches that talk about Values-Based Selling, Solution Selling and Rackham's own Major Account Sales Strategy.

Huthwaite (Rackham) has done a phenomenal job of monetizing this simple concept by way of selling sales training and books. However, you may find the book too "salesy" at times. It is common idiom with any good speech, presentation or book; first you tell them what you are going to tell them, then you tell them, then you tell them what you told them. The book does a great job of steps 1 and 3, but leaves you wanting more in step 2.

The basic concepts about stages of a sales call, focus on customer needs and benefits, situation-problem-implication-need-payoff line of questioning, objection handling/prevention, sound closing techniques and post-sales are well articulated. The promise of increasing effectiveness in "major sales" is largely fulfilled. However, the emphasis on "it's based on research" goes unsubstantiated for the most part. You find the author insisting that "it's based on research" and providing simplistic graphs "based on research" than actually providing rigorous insights into the research. It also does not help that business theory is presented as a first person narrative. Blurs that fine line between theory-based opinion and opinion-based theory.

All said, the technique is highly effective and serves as a great foundation for approaching sales calls at various stages in the cycle. I've found myself going back to this book multiple times over the years. Always a good sign for books that you want to own rather than just read once.

How to Ask the Questions that Lead to Sales Success.......2007-06-30

The sales guru Zig Ziglar once said "People don't care how much you know until they know how much you care." To me, that means that you've got to understand people before you can persuade them. If you're to understand someone, they have to talk to you. And the best way to get them to talk is to ask questions. But are there some questions that are more highly correlated with successful selling than others?

Published in 1988 and still one of the best researched sales books on the market, SPIN Selling by Neil Rackham has the answer: Yes, some questions do increase your chances of sales success more than others. More importantly, these client interviews- what SPIN Selling calls the Investigation stage- have the greatest effect on the outcome of the sale. The book outlines the four types of questions that salespeople ask during the Investigation stage:

Situation: What is going on here? How do things work?

Problem (Pain Points): What are the problems you are experiencing?

Implication (Implied Needs): What effect do these problems have on results (cost, quality, delivery, customer service)?

Need-Payoff (Explicit Needs): What improvement in results could you make by resolving these problems with these specific capabilities (perceived value)? Are there other benefits? How important are these benefits to you?

(From page 91) "The SPIN model taps into the psychology of the buying process: buyers' needs move from Implicit to Explicit. The questions provide a roadmap for the seller guiding the call through the steps of need development until Explicit Needs have been reached. The more Explicit Needs you can obtain from buyers, the more likely the call will succeed."

Following the model gets customers to tell you how what you're selling helps them. It makes you partners instead of opponents in the value discovery process. And by helping clients develop the benefits in their own words, you avoid objections and make it easier for clients to sell internally for you.

Ultimate Sales Model for Business to Business Selling.......2007-06-25

I speak around the world on lead generation and SPIN Selling" to give you a roadmap on how to master business to business selling.

There is no other resource I can think of where you can "easily perfect" your selling approach and strategy.

Neil gives you step-by-step plan that anyone can follow in their quest to excel at selling their products or services.

The one caveat is I would adopt the "SPIN" Model to "SPAIN" with the "A" emphasizing "Agitate" to put more focus on what the problem is costing your prospect without your specific solution.

I would also add that the SPIN Field Book is a great resource.

Joe Heller, Trust Cycle Selling

Great book.......2007-06-09

Great Book. Good buy for any sales professional who has to use the phone at work.

Average customer rating:

The Ultimate Step-by-Step Selling Guide
Better than the standard Spin Selling Book
Practice makes perfect.
Nice book, but too easy after reading SPIN Selling
Indispensable part of the salesman's library

The SPIN Selling Fieldbook
Neil Rackham
Manufacturer: McGraw-Hill
ProductGroup: Book
Binding: Paperback

General | Popular Economics | Business & Investing | Subjects | Books

General | Business & Investing | Subjects | Books

Advertising | Marketing & Sales | Business & Investing | Subjects | Books

Look Inside Business Books | Trip | Specialty Stores | Books
Similar Items:

ASIN: 0070522359

Book Description

Strategies and tools that guarantee big-ticket sales!

Neil Rackham's national bestseller SPIN Selling revolutionized high-end selling. Now, The SPIN Selling Fieldbook shows you how to actually put into practice the proven tools and techniques outlined in that cutting-edge guide. After a review of the SPIN method of selling, Neil Rackham zeroes in on the critical SPIN® questioning behaviors. He shows you how to apply the tools and techniques to your own selling situation, using practical, skill-building exercises incorporated into each chapter. Addressing the sales of services as well as capital goods, the Fieldbook provides you with a hands-on implementation guide for applying SPIN in a wide range of businesses from localized companies to large multinationals. Real-life case studies of sales forces at leading-edge companies such as Motorola, Johnson & Johnson, and AT&T help you explore additional techniques that go beyond the basics to boost sales with even the toughest customers and clients.

Customer Reviews:

The Ultimate Step-by-Step Selling Guide.......2007-06-25

I speak around the world on lead generation and marketing strategy. Neil did an outstanding job crafting "The SPIN Selling Fieldbook" to give you a roadmap on how to master complex sales strategy.

There is no other resource I can think of where you can "easily perfect" your approach and positioning sales strategy.

Neil gives you step-by-step plan that anyone can follow in their quest to excel at marketing their products or services.

The SPIN Selling Fieldbook gives you valuable "hands on" tools. I recommend the "SPIN Selling Fieldbook."

It is an invaluable resource that any salesperson or sales executive should have in their personal library.

Joe Heller, Trust Cycle Selling

Better than the standard Spin Selling Book.......2007-06-09

This field book is better than the original book was. If you are going to buy just one of the two you should probably just buy the field book. It allows you to apply the ideas very quickly.

Practice makes perfect........2006-11-14

Usually is not enough to read a book to have the knowledge, you need to practice, and that is what this book helps to, giving you ideas on how to put SPIN method into practice.

Nice book, but too easy after reading SPIN Selling.......2006-08-09

I bought this book together with SPIN Selling. I read the Fieldbook after reading SPIN Selling. If you've already read SPIN Selling, this book is not going to tell you much new things.

If you would read the Fieldbook instead of SPIN Selling, then I think the Fieldbook is not thorough enough, at least if you compare it to SPIN Selling.

In general I think the audience of this book is perhaps college students, or clever highschool students, but not really experienced salespeople. Maybe that's also because of the cartoons every now and then which make the book look like it's meant for younger people.

What I expected when I bought both books was that the Fieldbook offerd some transcriptions of salescalls, and an explanation of why certain aspects are wrong and how this could be improved using SPIN Selling. This was not really the case, it was more like a simple summary of SPIN Selling. So not really the Fieldbook I expected.

Anyway, the book is not bad, but I would not recommend to buy both SPIN Selling and the Fieldbook together. Also, if you're a serious and experienced salesperson I would recommend SPIN Selling. If you're new to sales or if you're still in college, I would recommend the Fieldbook.

Indispensable part of the salesman's library.......2006-07-19

This book is a practical guide for implementing the principles learned in the original book about 'Spin selling', however it is not necessary to have read the other book to make good use of this one. I think the SPIN methodology is a most valuable contribution from Mr. Rackham to the field of large sales and this book gives sound help to implement it.

Hubris: The Inside Story of Spin, Scandal, and the Selling of the Iraq War

Average customer rating:

The disastrous results of self-assuredness and deficient critical thinking
A news story rehash
Bloated book with nothing new to offer
Important Stuff Missing
Atlas Shrugged

Hubris: The Inside Story of Spin, Scandal, and the Selling of the Iraq War
Michael Isikoff , and David Corn
Manufacturer: Crown
ProductGroup: Book
Binding: Hardcover

Conspiracy Theories | Current Events | Nonfiction | Subjects | Books

General | Politics | Nonfiction | Subjects | Books

U.S. | Politics | Nonfiction | Subjects | Books

Look Inside Nonfiction Books | Trip | Specialty Stores | Books
Similar Items:

ASIN: 0307346811
Release Date: 2006-09-08

Book Description

March 2003: The United States invades Iraq.

October 2006: The world finds out why.

What was really behind the U.S.-led invasion of Iraq? As George W. Bush steered the nation to war, who spoke the truth and who tried to hide it? Hubris takes us behind the scenes at the Bush White House, the CIA, the Pentagon, the State Department, and Congress to answer all the vital questions about how the Bush administration came to invade Iraq.

Filled with new revelations, Hubris is a gripping narrative of intrigue that connects the dots between George W. Bush’s expletive-laden outbursts at Saddam Hussein, the bitter battles between the CIA and the White House, the fights within the intelligence community over Saddam’s weapons of mass destruction, the startling influence of an obscure academic on top government officials, the real reason Valerie Plame was outed, and a top reporter’s ties to wily Iraqi exiles trying to start a war. Written by veteran reporters Michael Isikoff and David Corn, this is the inside story of how President Bush took the nation to war using faulty and fraudulent intelligence. It is a news-making account of conspiracy, backstabbing, bureaucratic ineptitude, journalistic malfeasance, and, especially, arrogance.

Customer Reviews:

The disastrous results of self-assuredness and deficient critical thinking.......2007-10-03

Michael Isikoff and David Cron have put together a compelling, detailed report of the faulty case for going to war with Iraq. If you want to know the story behind the various pieces of faulty intelligence that the Bush administration used to sell the war, this is the book for you.

This is a great case study for what happens when arrogant self-assuredness is married to deficient critical thinking.

It may very well have turned out that we would have eventually had to go to war with Iraq. But there was no compelling reason to do it at the time we did, and the reasons the Bush administration cited for going to war were all faulty and the information to suggest it was faulty was available all along, just ignored.

A news story rehash.......2007-09-11

Unless you haven't read the newspapers for the last 4 years or so, this book is not worth the effort. A rehash of their and others work.

Bloated book with nothing new to offer.......2007-09-06

This title presents the reader with a basic rehash of public reported on stories regarding the administrations rush to war. After reading it, there was hardly anything new, rather there was a summary of all the events that took place regarding the WMD case and the subsequent investigations.

I have to say that the book made no compelling characters stand out, nor did it make anyone, aside from perhaps Karl Rove seem the bad guy. In fact it's annoying habit of making everyone seem equally guilty serves to cut hard edge out of the book. All in all I kept on reading expecting something new to come up or some succinct revelation to appear yet in the end all we saw was a rebroadcast of old news.

Important Stuff Missing.......2007-08-22

I see this is a best-selling book by two prominent journalists. It is shocking, then, that there is no mention in the book of either the "Downing Street Memo" from July 2002 which documents the fact that Bush, at least as far back is middle of 2002 (and many contend even earlier - when the Bushies came into office in January 2001 - wanting war with Iraq), had decided to go to war with the small details like the "cause" or "justification" for the war to be left up to the spin-meisters and Karl Rove.

Neither is the Project for a New American Century (PNAC) mentioned in the book. The PNAC is the Neo-Con, war-mongering think-tank which had advocated war with Iraq as far back as 1997-98.

It is sad that the Mainstream Media and the journalistic establishment has almost completely ignored the Downing Street Memo and the Project for a New American Century in their coverage and analysis of the Iraq war and the Bush administration. An even better book in this regard is Armed Madhouse: From Baghdad to New Orleans--Sordid Secrets and Strange Tales of a White House Gone Wild

Atlas Shrugged.......2007-08-15

Whatever you think of Mike Isikoff's ultimate contentions & analysis regarding the adventures of Team Bush in the Middle East, you gotta admit the title is just killer.

Isn't it? HUBRIS. Wow. Just---wow.

No, stay with me on this: think of your worst, most hated Enemy (no silly, I admire your partisanship you Kos-Sack you, but it can't be Bush---at least not for *this* little mind-exercise).

Now imagine that Enemy getting you fired at work, sneaking into your house & introducing the sneaky snake to your wife (or the Great Oscillating Cavern of Tempation to your hubby), then killing your cat, burning your house down, & dancing up and down on the ashes.

Got that in mind? Good: now consider the word you would come up with to describe your Enemy's actions. Got that word in mind? Yes? Now: honestly, would it be 'Hubris'?

Yes? Great! Keep reading.

Isikoff has cobbled together an unsurprising critique of Bush war policy, which centers in on the primary flaw of BUSHIDO: the Bush guys, unlike the Clinton guys, did something against Saddam Hussein and Islamic terrorists. Doing something in America these days---whatever it is---is dangerous. Risky.

This isn't really a nation of big tough he-men risking it all to make the world safe for big-D Democracy anymore: it's more like a bunch of trousered knats spending lotsa time flaunting their Lance Armstrong 'livestrong' love bracelets, cycling around in their girly-girly little tightpants, and jogging.

So as you can see, in the New America(tm), the old-fashioned BUSHIDO was doomed from the start. Isikoff's book is lovingly, brutally detailed, & pretty much supports the contention that Bush should have done absolutely nothing. Maybe lobbed a cruise missile or two 'over there', but that's about it. It's also boring.

But never mind that: if you don't groove on the title, you'll really be down with the cover art. Yeah, buy it for Reservoir Dogs-esque cover art. Dig it. Quentin Tarnantino couldn't have crafted a better shot of the BUSHIDO team ambling down a stretch of Dark Territory into the next big gunfight. You can just about hear the strains of "Little Green Bag" as Condi, W., Rummy, & 'Shotgun Dick' Cheney stride down the Road to pull off that one last Job, or to face down that Bad, Bad Man.

HUBRIS! The old Greek tragic flaw that brought down great heroes, like Oedipus, or Agisthus, or Agamemnon, or Jimmy the Greek.

HUBRIS! Fortunately Curious George's case of hubris isn't quite as nasty as, say, Oedipus, whose version of the old greek disease impelled him to whack Dad, nail Mom, and gouge his eyeballs out.

HUBRIS! But it's bad, evidently, really bad, because now we're mired in the much and quicksand and blood and sludge of Iraq, and the world really hates us, a stark turnaround from the morning of 9/11, when the Nasty Cowboy hadn't invaded anybody and the world loved us all.

Why not just say what you want to say, Isikoff? Why not just call your book "Axxholes"? Why 'Hubris'? Why weaken the whiskey? Why not just come out and say what you think, guys? How about "Dumbaxxes"? Or better still, "Lying Nazi Pigs"? Or better still, "Big Ugly Poopyheads"?

Isikoff brings the same eye for detail found in his book "Uncovering Clinton", back in the day when Isikoff was famous for rooting around in Bill Clinton's underwear drawer and saving fluid samples.

Fortunately, we don't get any stained blue dresses here, but we do get the usual whack-a-Bush talking points: basically 1) the Bush administration either manufactured evidence claiming Saddam had a WMD program; 2) All the Kings Men were either too sycophantic or too incompetent to investigate such claims and 3) consequently, we now find ourselves embroiled in the GREATEST MILITARY DISASTER OF ALL TIME! Yeah.

Anyhoo, though, there are a few mysteries raised by all of this Sturm Und Drang, signifying NICHT. Among them:

1)Alright, Isikoff skirts the line of calling Bush a liar, but only barely: the whole point of "Hubris" is that the Administration knew better---so if it wasn't mendacity they were guilty of, it was close to it. So Bush lied, fine.

But if you accept that---that Bush positively *knew* there were no WMDs in Iraq, and pushed for invasion anyway---then didn't he know the later revelation that Saddam didn't have a WMD program would make him look silly, or mendacious, or both? I mean, if he's gonna lie about the WMD program to begin with, why not have a couple of trusty guys in the black helicopters plant a few nukes on the scene, after the fact?

2)If the yardstick by which our success is measured is largely temporal---that is, our troops are still *there* dangit---then why are we still in Europe, Japan, & Korea? God knows Europe is a total basket-case, Japan is cranking out manga---have you seen that stuff, especially with the tentacles?---and they have Video-gamers Anonymous in Korea, so let's bring AlL the boys home, now!

3)Isn't it a bit of a stretch to contend that Saddam was a WMD virgin, given all the NOOK-lear proms in the region he'd gone too?

I guess that's one mystery too many for me. Poor planning, sure. But Greek Tragedy? I don't think so. I'm for readability, credibility, a touch of nerdability, and truth in advertising: a wonkish analysis would have been just fine in my book.

But from its stupid title, to its mind-bendingly dull writing, to its even duller thesis, to its complete lack of strategic imagination, "Hubris" gets a big fat "F". Or better yet, in the Greek spirit, "P." For Polymachus, Python, or Prometheus, you ask?

None of the above. For "Poop".

JSG

Hubris: The Inside Story of Spin, Scandal, and the Selling of the Iraq War, Library Edition

Average customer rating:

Hubris: The Inside Story of Spin, Scandal, and the Selling of the Iraq War, Library Edition
Michael Isikoff , and David Corn
Manufacturer: Blackstone Audiobooks
ProductGroup: Book
Binding: Audio CD

Conspiracy Theories | Current Events | Nonfiction | Subjects | Books

General | Politics | Nonfiction | Subjects | Books

Federal Government | Government | Nonfiction | Subjects | Books
ASIN: 078616090X

Advanced Selling For Dummies (For Dummies (Business & Personal Finance))

Average customer rating:

Advanced Selling For Dummies (For Dummies (Business & Personal Finance))
Ralph R. Roberts , and Joe Kraynak
Manufacturer: For Dummies
ProductGroup: Book
Binding: Paperback

General | Business & Investing | Subjects | Books

Marketing Kit for Dummies (For Dummies (Business & Personal Finance))

Accessories:

Selling for Dummies

ASIN: 0470174676

Book Description

The quick-and-easy way to take selling to a higher level

Advanced Selling For Dummies takes the selling category to a new level of success. This handy sales guide is for salespeople who've already read Selling For Dummies and now want forward-thinking, advanced strategies for recharging and reenergizing their careers and lives. Akin to the elite group of trusted, high-level sales books like SPIN Selling and The Trusted Advisor, Advanced Selling For Dummies reaches beyond Selling For Dummies by exploring such advanced topics as visualizing success, investing and re-investing in a business, harnessing media and multimedia outlets, calculating risks that stretch personal limits, creating lasting relationships, and finding life balance to avoid burnout.

Average customer rating:
Techniques in corporate reorganization;: Selling and divesting, spin-offs and shells, multiple corporations
William S Mishkin
Manufacturer: Presidents Pub. House
ProductGroup: Book
Binding: Unknown Binding

Management & Leadership | Business & Investing | Subjects | Books | Business Ethics | Consolidation & Merger | Decision-Making & Problem Solving | Distribution & Warehouse Management | Industrial | Information Management | Leadership | Management | Management Science | Motivational | Negotiating | Operations Research | Planning & Forecasting | Pricing | Production & Operations | Project Management | Quality Control | Risk Assessment | Statistics | Strategy & Competition | Systems & Planning | Systems Analysis | Teams | Total Quality Management | Training
ASIN: 0878560092

Average customer rating:
Hubris: The Inside Story of Spin, Scandal, and the Selling of the Iraq War (Unabridged)
Corn, Michael, David Isikoff
Manufacturer: audible.com
ProductGroup: Book
Binding: Audio Download
ASIN: B000JFQ2PI

Average customer rating:
ST. PETE TIMES, EBAY NEAR ACCORD ON MARKETING Plan to drive traffic to web sites includes new spin on selling classifieds on-line.: An article from: NewsInc

Manufacturer: The Cole Group
ProductGroup: Book
Binding: Digital

Web Marketing | Business & Culture | Computers & Internet | Subjects | Books
eBay | Business & Culture | Computers & Internet | Subjects | Books
ASIN: B0009FDY2M
Release Date: 2005-07-28

Book Description

This digital document is an article from NewsInc, published by The Cole Group on April 23, 2001. The length of the article is 558 words. The page length shown above is based on a typical 300-word page. The article is delivered in HTML format and is available in your Amazon.com Digital Locker immediately after purchase. You can view it with any web browser.

Citation Details
Title: ST. PETE TIMES, EBAY NEAR ACCORD ON MARKETING Plan to drive traffic to web sites includes new spin on selling classifieds on-line.
Publication: NewsInc (Magazine/Journal)
Date: April 23, 2001
Publisher: The Cole Group
Volume: 13 Issue: 9 Page: NA

Distributed by Thomson Gale

TALK OF SELLING FREEDOM: OLD STORY WITH A NEW FAMILY Public display of split nothing new, but spin elements add curious note.(Freedom Communications Inc., ... Data Included): An article from: NewsInc

Average customer rating:

TALK OF SELLING FREEDOM: OLD STORY WITH A NEW FAMILY Public display of split nothing new, but spin elements add curious note.(Freedom Communications Inc., ... Data Included): An article from: NewsInc

Manufacturer: The Cole Group
ProductGroup: Book
Binding: Digital
ASIN: B0008FFRNW
Release Date: 2005-07-30

Book Description

This digital document is an article from NewsInc, published by The Cole Group on July 29, 2002. The length of the article is 716 words. The page length shown above is based on a typical 300-word page. The article is delivered in HTML format and is available in your Amazon.com Digital Locker immediately after purchase. You can view it with any web browser.

Citation Details
Title: TALK OF SELLING FREEDOM: OLD STORY WITH A NEW FAMILY Public display of split nothing new, but spin elements add curious note.(Freedom Communications Inc., company management)(Brief Article)(Statistical Data Included)
Publication: NewsInc (Magazine/Journal)
Date: July 29, 2002
Publisher: The Cole Group
Volume: 14 Issue: 16 Page: NA

Article Type: Brief Article, Statistical Data Included

Distributed by Thomson Gale

Wal-Mart spins off McLane: shift in ownership allows McLane to pursue contracts of Wal-Mart's competitors.(McLane acquired by Berkshire Hathaway)(selling ... Co.): An article from: Food Logistics

Average customer rating:

Wal-Mart spins off McLane: shift in ownership allows McLane to pursue contracts of Wal-Mart's competitors.(McLane acquired by Berkshire Hathaway)(selling ... Co.): An article from: Food Logistics
Robert Barrese
Manufacturer: Cygnus Business Media
ProductGroup: Book
Binding: Digital
ASIN: B0008DJAFU
Release Date: 2005-07-31

Book Description

This digital document is an article from Food Logistics, published by Cygnus Business Media on May 15, 2003. The length of the article is 492 words. The page length shown above is based on a typical 300-word page. The article is delivered in HTML format and is available in your Amazon.com Digital Locker immediately after purchase. You can view it with any web browser.

Citation Details
Title: Wal-Mart spins off McLane: shift in ownership allows McLane to pursue contracts of Wal-Mart's competitors.(McLane acquired by Berkshire Hathaway)(selling Merit Distribution Services to Swift Transportation Co.)
Author: Robert Barrese
Publication: Food Logistics (Magazine/Journal)
Date: May 15, 2003
Publisher: Cygnus Business Media
Page: 7(1)

Distributed by Thomson Gale

Books:

Books Index

Books Home

Recommended Books