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Topic: SPIN (sales)

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	Spin - Wikipedia, the free encyclopedia
		Spin (public relations), a heavily biased portrayal of an event or situation
		Spin (physics), a fundamental property of elementary particles
		Spinning (cycling), form of exercise that involves using a stationary bicycle in a classroom setting
	en.wikipedia.org /wiki/Spin (311 words)

	Home Page Imperatives
		SPIN incorporates technology from the next generation of communication tools which allows you to integrate and control different elements such as text, video, animations, sound, and graphics.
		SPIN is designed to guide you through the process of constructing presentations with straightforward functions that are clear and specific.
		SPIN can be customized for you with your store logo, photos of your community, pictures of your staff, or any way you wish.
	www.imperatives.com /templates/spin_template.htm (568 words)

	CNN.com - Global music sales spin lower - Apr. 15, 2003
		Sales of recorded music slumped worldwide last year due to Internet piracy, increased competition from other entertainment sectors and a decline in consumer spending, an industry group said Wednesday.
		The London-based group said sales are expected to slump by a further five percent this year even as the industry intensifies its fight against piracy, and continues to cut costs and diversify its products.
		However, the IFPI said one positive trend in industry was the growth in sales of music videos, which saw unit sales rise 12 percent in 2002 -- due mainly to the increased use of DVDs.
	www.cnn.com /2003/SHOWBIZ/Music/04/09/global.sales/index.html (555 words)

	SPIN (sales) - Wikipedia, the free encyclopedia
		Conclusion was that exceptional sales performers discover prospect or customer needs by the use four types of questions, which are categorised by their purpose (function)
		The SPIN® questioning/persuasive model has also been used by Huthwaite in a number of related models, including ones that cover Proposal writing, Presentations, SPIN for Marketers and the Huthwaite Major Sales Process.
		The SPIN® question types must be understood as must the different types of needs that the questions are designed to uncover.
	en.wikipedia.org /wiki/SPIN_(sales) (417 words)

	SPIN Selling Books (Site not responding. Last check: 2007-11-04)
		SPIN Selling illustrates the validaty of the method by showing how real Fortune 500 sales forces have improved by asking the right questions to uncover customer pain.This book will enlighten sales managers and any representatives who manage large sales transactions.
		SPIN selling is based upon scientific research of many sales calls for many years.
		The idea of SPIN selling is about the fact that customers decide whether they buy somehting (or advance the sales call) upon their own ideas, their own beliefs, their own assumptions.
	electronics.greatestgiftstore.com /spin-selling,0070511136_i.htm (1197 words)

	'Wheel of Activity' can spin sales activity - Austin Business Journal Articles by Roy Chitwood, Max Sacks International
		But what separates true sales professionals from the mediocre is they make a habit of doing the necessary things, even those they might dislike.
		Closing a sale should be the opening of a relationship, and this requires ongoing communication and interaction.
		Roy Chitwood is an author, trainer and consultant in sales and sales management and is president of Max Sacks International, Seattle.
	www.maxsacks.com /articles/austin12.html (999 words)

	SPIN® selling - Huthwaite International (Site not responding. Last check: 2007-11-04)
		selling is the best validated sales method available today, developed and refined from research data, which now includes 40,000 sales calls.
		Anyone involved in the sale of goods or services which are seen as high value, important decisions by the buyer will benefit from SPIN
		, including sales managers and sales executives, and anybody else who has a role to play in supporting the sales function.
	www.huthwaite.co.uk /training/spin_selling.html (110 words)

	Spin Summary
		Political campaigns are prime occasions for the exercise of spin control, because everything that occurs in a campaign, short of the final vote count, is open to interpretation.
		One aspect of campaigns that is especially amenable to spin is the political debate, which lacks clear criteria for victory, and the television audience is not, in any case, made up of trained debate judges.
		A more recent spin control campaign began in the spring of 1998, when stories began to surface in Washington alleging that President Bill Clinton had engaged in a sexual relationship with a young White House intern named Monica Lewinsky.
	www.bookrags.com /Spin (1237 words)

	Where's the Beef: (XXII) Negotiation is where Beef is made: SPIN
		Unlike most sales training methods, Neil Rackham spent 12 years on studying why traditional sales models, which were developed for small consumer sales, just don't work for large sales.
		SPIN sales are rarely completed in one meeting or one exchange of information; rather several meetings.
		Finally, and this is where the economist methods start and end, SPIN sales concern themselves with N-questions: the Needs-Payoff or Net Present Value of a solution to the Problem.
	maxinno.typepad.com /beef/2006/08/xxii_negotiatio.html (873 words)

	Welcome to American Business Visions!
		The SPIN system—Situation, Problem, Implication, Need-payoff—is already in use by many of the world's top sales forces.
		The best-selling author of SPIN Selling is back with a companion volume that further demonstrates how to put SPIN's winning strategies into practice.
		And at the heart of this book are individual and group exercises salespeople and their managers can use to assess their SPIN selling strengths and identify areas for improvement.
	www.businessvisions.com /resources/selling.htm (452 words)

	SPIN® selling : How To : Sell : Eric Wolfram's Writing
		Spin stands for four types of questions: Situation, Problem, Implication, and Need-payoff.
		H ere are some examples also use them sparingly.
		They also found that there is little difference in the success of calls based on the number of times a sales person asked open as opposed to closed questions.
	wolfram.org /writing/howto/sell/spin_selling.html (1253 words)

	Natural to spin off sales and marketing activities
		Norway-based Natural said on Friday that it is looking for a solution to spin-off its sales and marketing activities in the dietary supplements area after two long-term licensing deals, with Cognis for human applications and BASF for animal feed, got underway last year.
		Natural's sales and marketing apparatus was set up to demonstrate the commercial potential of CLA, or the fatty acid conjugated lineolic acid.
		Since its launch as an ingredient in 1996, sales have grown by an annual average of almost 50 per cent, according to Natural.
	www.drugresearcher.com /news/ng.asp?n=49902-natural-to-spin (639 words)

	Sales Faculty - SPIN® Selling (Site not responding. Last check: 2007-11-04)
		It might even be because SPIN® is a common sense, simple to understand process which does not require 'gift of the gab' or people to be 'born sellers'.
		It may be because SPIN® is an ethos that underpins your total approach to customer relationships, impacting upon all aspects of sales.
		Anyone involved in the sale of goods or services which are seen as high value, important decisions by the buyer, will benefit from SPIN ®, including sales managers and sales executives, and anyone else who has a role to play in supporting the sales function.
	open.huthwaite.co.uk /courses/sales/spin_selling.html (217 words)

	SPIN.com: Digital Music Sales Soar in '06
		While overall sales of music have remained steady so far this year, digital purchases are slowly taking up more of the marketplace.
		The music industry may have reached a stagnant point in terms of overall sales of recorded music, but sales of music through digital means are skyrocketing while sales of physical albums slowly decline.
		While sales of actual CDs, tapes, and records are down almost five percent so far in 2006, digital album sales are up 126 percent, according to Nielsen SoundScan numbers compiled in a Reuters report.
	www.spin.com /features/news/2006/07/060706_digitalmusic (219 words)

	Spin a Yarn a most unusual yarn shop complete knitting needlepoint and latch hook supplies plus crochet cross stitch ...
		Spin a Yarn a most unusual yarn shop complete knitting needlepoint and latch hook supplies plus crochet cross stitch and accesscories.
		Spin a Yarn is a yarn shop located in Edmonds WA, just north of Seattle on Puget Sound.
		In our regular needlework stock discover hundreds of latch hook rug kits, needlepoint kits, yarns, exclusive hand painted needlepoint and knit designs, preworked needlepoint, children's knit and latch hook sections plus a variety of special finds.
	www.spinayarn.com (188 words)

	Amazon.ca: SPIN Selling: Books: Neil Rackham (Site not responding. Last check: 2007-11-04)
		The SPIN principle (Situation, Problem, Implication, and Need-payoff) works in almost any sales environment whether you are selling big ticket items to large accounts or volumes of small ticket items.
		SPIN Selling was the first sales book I ever read, back in the days when I sold copiers.
		The key to sales is to have a process, a process within a process.
	www.amazon.ca /SPIN-Selling-Neil-Rackham/dp/0070511136 (1350 words)

	Demand Solutions :: Media :: Press Releases (Site not responding. Last check: 2007-11-04)
		This is one of many reasons Spin Master Ltd. of Toronto, one of the fastest-growing toy companies in the world, selected Demand Solutions as its forecasting system.
		Spin Master decided last year to change its order-number system, expanding it from a five-digit number to a ten-digit one.
		Spin Master's star has certainly been on the rise since its founding in 1994.
	www.demandsolutions.com /releases/spin_master.html (422 words)

	Speaker's Meeting Guidelines (Site not responding. Last check: 2007-11-04)
		Below are a few guidelines to help you become familiar with the Southern California SPIN and to prepare your presentation.
		Sales pitches, follow-up sales sheets, sign-in sheets to be used by the speaker as a future mailing list, etc. are frowned upon.
		Please be aware that the meeting coordinator and others will be in a hurry to rush off to the SPIN steering committee meeting that follows immediately.
	www.uces.csulb.edu /spin/guidelines.htm (856 words)

	Sales Faculty (Site not responding. Last check: 2007-11-04)
		From the fundamentals of SPIN ® Selling, through to the sophistication Account Strategies for Major Sales, Huthwaite has a solution that is right for you.
		Whether you are moving through a formal development process or taking an ad hoc sales training course we can help you become more effective as your sales career progresses.
		Our sales training solutions not only share models and theories but focus on the practical tools and skills to help implement learning.
	open.huthwaite.co.uk /courses/sales/sales_training.html (149 words)

	Pharmaceutical Sales Resume Writing, Cover Letter Writing and Resume Critiquing Service
		We will offer suggestions on how to put a pharmaceutical sales spin on your resume and provide insider tips on what hiring organizations are seeking in candidates for a pharmaceutical sales organization.
		A professionally written pharmaceutical sales resume is essential for the serious applicant for a pharmaceutical sales position.
		After we're done with your pharmaceutical sales resume, we will deliver a professional looking resume that is a testament to your own professionalism and will easily be noticed by a hiring manager.
	www.pharmaceuticalsalescareer.com /pharmaceutical_sales_resume.htm (1697 words)

	SPIN sales training - Huthwaite International (Site not responding. Last check: 2007-11-04)
		sales training that helps sales people face complex selling situations and produces results in terms of increased sales value and the strength and duration of customer relationships.
		The tailored training and coaching reinforcement proved to be equally effective for direct sales and for sales via intermediaries.
		The aim of the ASMS training was to equip the business teams with the tools and framework to help them to plan and execute sales strategies for both existing and new customers.
	www.huthwaite.co.uk /results/casestudies/zurich_financial_services.html (262 words)

	RTE Business - World music sales spin lower
		Global music sales spiralled 9.2% lower in the first half of 2002 but the battered music industry is holding out for a second-half revival led by Elvis, Coldplay and Shakira, a leading industry body said today.
		Rampant piracy, weak economies and competition from other entertainment such as video games ate into sales, forcing world CD sales 7% lower in the first six months of 2002, the International Federation of the Phonographic Industry said.
		The IFPI said in its interim report that global music sales fell 11.2% in unit terms in the first half of 2002 while the more closely watched value figure fell 9.2%.
	www.rte.ie /business/2002/1010/music.html (290 words)

	Spintastics' Science of Spin Program
		Using multiple demonstrations and class participation, students are introduced to the concepts of gyroscopic stability, rotational inertia, planes of spin, distribution of mass, potential and kinetic energy, friction and levers.
		Schools obligation is to provide for sale of yo-yos/spin tops through the PTA, school store or other school department and allow yo-yo/spin top practice during recess periods and/or P.E. classes for a minimum of one week.
		The program is available without the yo-yo/spin top sales and recess play for the regular price of $595 plus travel expenses, or $350 for the assembly only.
	www.spintastics.com /ScienceofSpin.asp (330 words)

	Napster may be the king of sales spin
		Napster may be the king of sales spin
		Then, when you think that the PR spin may be ending, the CEO of Napster says that his company's new model is not a standard pay-for-play subscription service.
		Even though I'm on record for supporting a legal business model, in which the owners of rights should be paid for their creations, I wouldn't blame those 38 million users for defecting to other services -- free or paid.
	www.post-gazette.com /interact/20001109radin.asp (613 words)

	Hostedware Article: SPIN Selling
		Rackham observed 35,000 sales calls over a 12-year period and analyzed why some sales people succeed and others fail.
		He found that the best sales people are highly skilled at matching the needs of their products and services with specific, customer-defined benefits.
		Experienced sales people generally have a handle on these questions, however the real pros realize that before the sale can be closed, there must be a direct connection between the pain experienced by your prospect and the solution you are recommending.
	www.hostedsurvey.com /article-spin-selling.html (643 words)

	SPIN Selling - Sales Training Forum - SalesPractice.com
		Sales Training Forum > Sales - Lead Conversion > Sales: General
		Like a lot of others, I did not take formal sales training and as a result have pieced together a shack of a "system" on selling.
		I'm hoping to get a discussion going with others who are more knowledgable about SPIN so that I can work through the material especially the questions.
	www.salespractice.com /forums/t-1506.html (770 words)

	Amazon.com: SPIN Selling: Books: Neil Rackham (Site not responding. Last check: 2007-11-04)
		The V.P. of Sales met me at O'Hare airport and within minutes we were driving through the Chicago suburbs.
		I was instantly attracted to SPIN SELLING when I saw that (1) it was based on extensive research, and (2) it dealt primarily with the large sale.
		The most important concept here is that you, as a sales rep. are not there when the real decisions get made.
	www.amazon.com /SPIN-Selling-Neil-Rackham/dp/0070511136 (1957 words)

	Pi Sigma Epsilon - National, Professional Fraternity in Marketing Sales Management and Selling
		Participants are then paired with sales professionals, who coach, mentor and critique the student on his/her sales call.
		This is a simulated sales presentation in which each student is evaluated on his/her ability to successfully move the customer through the sales process and obtain commitment.
		Each role-play is judged by a panel of sales professionals and videotaped so that the student can review it at the end of the event.
	www.pse.org /pse-events.asp (1828 words)

	Spinning :: Yarn Arts : Gourt
		Spin (film), 1995 documentary film comprised of pirated satellite feeds exposing politician’s behind the scenes
		Hilltop Spinning and Weaving Centre - Specialist in Lyminge, Kent, England featuring Wheels, fibers and dyes.
		Nistock Farms - Cotswold and crossbred colored sheep, natural and dyed roving and raw spinning fleeces, yarn, sheepskins and Santa beard curls.
	shopping.gourt.com /Crafts/Supplies/Fiber-Arts/Yarn-Arts/Spinning.html (1661 words)

	Spin 1038 - You Asked for it (Site not responding. Last check: 2007-11-04)
		While everyone knows that Spin1038 is renowned for being a fun and vibrant radio station, we also pride ourselves on the professionalism and experience of our sales team.
		So, whether you are a one man band, or your company has more branches than a Christmas tree, we have the package to suit your needs.
		Spin 1038 is not responsible for the content of external internet sites
	www.spin1038.com /content.asp?contentid=684 (86 words)

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