You are the sales manager and trainer for a company which supplies business machines and software to medium to large companies worldwide.You must make a training script and visual presentation that teaches the SPIN SELLING method to the newest team of sales recruits.

The following should be included

1. What does acronym S.P.I.N. represent?
2. What are the four stages of a sales call?
3. What are some preliminary do's and don'ts?
4. What are (DEFINE) the four types of questions in the S.P.I.N. selling method? Please give an example of each.
5. Who is the Author of the S.P.I.N. selling materials?