characteristics
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...
