Passing the Spin Selling technique in the business performance

Case study on students in International Business major of Rangsit University International College

Abstract

Passing the Spin Selling technique in the business performance: Case study on students in International Business major of Rangsit University International College

Myat Hay Thi Kyaw, Hnin Ei Win Wah, Linn Lai, Bo Bo Oo, and Ussanee Malisuwan^*

International (International Program)

International College, Rangsit University, Thailand 12000

*Corresponding author: ussanee.ma@rsu.ac.th

Abstract

International trade has grown so quickly that using innovative sales strategies is now essential to enhancing business performance. Conventional sales methods that priorities high-pressure closing approaches are being replaced by customer-focused, consultative selling strategies. Of them, SPIN Selling technique is well known for its systematic approach that focusses on understanding customer needs through Situation, Problem, Implication, and Need-Payoff enquiries. The impact of SPIN Selling on the sales skills and employment readiness of foreign business students at Rangsit University International College is assessed in this study.

Evaluating how well SPIN Selling prepares students with critical sales skills, cultivates enduring customer connections, and enhances their business performance after graduation is the main goal of this study. This study emphasizes the value of structured sales training in higher education by filling in the theoretical and practical gaps in sales education. A structured questionnaire was used to gather data from 114 students enrolled in the IBM335 International Entrepreneurship course as part of a quantitative research technique. To ascertain the connection between job performance and SPIN Selling training, regression analysis and ANOVA were employed. The results show a strong positive relationship between students' perceptions of their own efficacy in consultative selling, trust-building, and problem-solving and the use of SPIN Selling strategies. Alumni comments also indicate that SPIN Selling training helped them make the shift from classroom instruction to practical corporate settings.

This study emphasizes how crucial it is to incorporate SPIN Selling into academic programs in order to improve students' sales skills and future employment opportunities. Future studies should examine how flexible SPIN Selling is across a range of industries and how it may be adjusted to accommodate changing market conditions.

Keywords: Sales training, Adaptive Selling, Case Scenario based-sales competition, Negotiation Skills, B2B context, Personal selling techniques, SPIN technique, Sales trends, Direct selling, Customer Relationship Management, Business process modelling