1. A STUDY ON EFFECT OF SPIN SELLING ON
VARIOUS ATTRIBUTES IN DIFFERENT
SECTORS.
By,
ANEESH V R
12AB01

2. INTRODUCTION
SPIN Selling:
S - Situation question
P – Problem question
I – Implication question
N –Need pay-off question.
Four sectors considered:
• Manufacturing (export)
• Manufacturing (OEM)
• Banking
• Automobiles

3. CONTD
Attributes considered :
Sales Cycle Customer Satisfaction Perceived Value
Identifying Relevant Client Identifying Customer Need
Sales Team
Satisfaction
Spin Selling Technique
Pitching Based On
Requirement
Product Satisfying
Need
Objection Prevention Additional Information
Recommend Product
To Others
Closing Skills
Checking Customer
Satisfaction
Involve In Repeated
Purchase
Solution Out weight Problem Meeting Client -------------

4. OBJECTIVES
Effectiveness
of SPIN
selling
Sales cycle
Customer
satisfaction
Perceived
value of
brand

5. IMPORTANCE OF THE STUDY
Not much of research conducted
More importance is given to objection prevention
rather than objection handling.
Closing skill is given least importance in SPIN
selling technique.

6. METHODOLOGY
Research design Descriptive research
Primary data Expert interview
Secondary data Proquest database
Target population Sales managers
Sampling method Non-Probability sampling
Sampling technique Judgemental sampling
Sample size 15
Tools of analysis Descriptive statistics, Pearson
correlation.

7. FINDINGS
Sales cycle Customer
satisfaction
Perceived value
Manufacturing
(export)
Identifying
relevant clients
Pitching product
based on customer
requirement
Involvement in
repeated purchase
Manufacturing
(OEM)
Identifying
relevant clients
Meeting client
regularly
Product satisfying
the need
Automobile Objection
prevention
Pitching product
based on customer
requirement
Sales team
satisfaction
Banking Objection
prevention
Identification of
customer need
Product satisfying
need

8. SUGGESTIONS
 Modification in current selling process for improvement in
various attributes considered for study.
 Objection prevention should be given more importance than
objection handling to have better results in all attributes
considered.
 Though most of the sectors are in-line with SPIN selling , if
they follow SPIN selling consciously all the three attributes(
Sales cycle, Customer satisfaction, Perceived value) can be
increased.

9. CONCLUSION
 Since in complex sale meeting client need is an important criteria,
surely SPIN selling will help in meeting the criteria.
 Sales cycle will be minimized if a particular company follows SPIN
selling technique.
 Customer satisfaction and Perceived value will increase if a
particular firm is following SPIN selling technique.

10. THANK YOU