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Source: Fred Guzek, 785-826-2648, fguzek@k-state.edu
News release prepared by: Natalie Blair, 785-826-2642, nblair@k-state.edu

Thursday, July 23, 2009

K-STATE AT SALINA PROFESSOR PRESENTS AT GSSI CONFERENCE

SALINA, KAN. – Fred Guzek, associate professor of arts, sciences, and business at Kansas State University at Salina, presented his paper, “Teaching SPIN® through Practical Application: The Impact on Students’ Lives,” at the Third Annual Global Sales Science Institute Conference, held June 3-5 in Clermont-Ferrand, France. According to GSSI, its aim is to unite the study and practice of sales and sales management by bringing together scholars and practitioners from across the globe. Guzek examined four case studies in which participants applied the SPIN® selling technique, developed by Neil Rackham, to their lives. He determined that the technique is a powerful tool in professional selling, management, and everyday life.

The first participant was a customer who encountered a SPIN® practitioner, the second was an employee needing her supervisor to hire an assistant for her, the third was a father who wanted his teenage son to earn better grades, and the fourth was a young woman wanting her underemployed significant other to seek a professional position. The first case study demonstrated that customers seem to prefer the technique. The other three case studies demonstrated that the technique can be accomplished successfully in areas other than sales, as all three accomplished their goals using SPIN®.
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