SPIN

Who developed SPIN Selling?

• Neil Rackham

• Jordan Belfort

• Jeffrey Gitomer

• Mike Weinberg

What does the "S" stand for in SPIN?

• Solution

• Standard

• Start

• Situation

What does the “P” stand for in SPIN?

• Possibilities

• Position

• Pain

• Problem

What does the "I" stand for in SPIN?

• Implication

• Indicate

• Interest

• Isolation

What does the "N" stand for in SPIN?

• Need-Satisfaction

• Need-Payoff

• Need-Matching

• Needs-Met

What is the last stage in a sales call?

• Making a sale

• Saying Goodbye

• Obtaining Commitment

• Parting Words

Which of the following is an outcome of a sales call?

• Order

• Advance

• Continuation

• All of the Above

Which of the following is an advance?

• Customer agrees to another meeting with him/her

• Customer agrees to consider your product in the future

• Customer agrees to another meeting with a decision maker

• none of the above

Which of the following is a characteristic of traditional sales?

• Close Frequently

• Focus on Benefits

• Ask lots of questions

• Turn Illicit needs into Explicit needs

What makes a major sale different from a small sale? (Multiple Answers)

• Ongoing Relationship

• Risk of Mistakes

• Length of Selling Cycle

• Size of Commitment