School: Indiana University
Course: Consultative Selling
Professor: Dick canada
Term: Spring 2015
Name: M330 SPIN Exam Study Guide
Description: This study guide is an overview of key concepts in the SPIN book as well as the first 4 weeks of lecture. All exam topics (4 stages of the sales call, SPIN, Implied/Explicit needs, Feature/Advantage/Benefit statements, etc.) are covered.