SPIN interview framework

 
 
model's image

characteristics

author:
Rackman, Neil
country:
United States
period:
1988
type:
model
role:
consultant, change agent, coach, manager and trainer
activity:
analyse and reflect
topic:
marketing & sales
abstr. level:
group
perspective:
learning
status:
under review
module:
personal selling
comments:
0
 

description:

The research firm headed by Neil Rackman, the American behavioural psychologist, distilled the SPIN personal interview method from its large empirical study during the 1970's and early 1980's. SPIN -- Situation, Problem, Implication, and Need-payoff -- is most effective for complex, large sales processes at key accounts. The method encourages the customer to define the wider, organisational proble...

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