IDEAS home Printed from https://ideas.repec.org/a/scm/usvaep/v16y2016i1(23)p75-84.html
   My bibliography  Save this article

Spin Selling Concept & Its Application In The Business Performance Of Sachet Product In Bangladesh

Author

Listed:
  • Mir Hossain SOHEL

    (University of Chittagong, Chittagong-4331, Bangladesh)

  • Hossain Shahid SHOHROWARDHY

    (University of Chittagong, Chittagong-4331, Bangladesh)

  • Tania KARIM

    (University of Chittagong, Chittagong-4331, Bangladesh)

Abstract

Bangladesh is lower middle income oriented country (LMIC) in South Asia where sachet product has become more popular than other scaling products. SPIN selling is an approach of consultative selling or presenting an offer to the potential clients considering their pain-points using a powerful questioning process. This study attempts to find out the reasons of gaining popularity of sachet product in Bangladesh. SPIN Selling concept is the age-old concept used in this respect. A sample size of 120 was collected from the salespeople of 15 different companies that are co-integrated sachet product in their product line. A self-administered questionnaire is applied for data collection and This study reveals hat the existence of the applicability of SPIN concept in a moderate format in Bangladesh. The findings of the study postulate that in Bangladesh, sachet product is introduced as follower product and it will be helpful for the marketing executives, R&D officers or decision makers of concerned firms in re-considering their strategic thinking aiming to gain sustainable competitive advantage in the product market of Bangladesh for sachet product.

Suggested Citation

  • Mir Hossain SOHEL & Hossain Shahid SHOHROWARDHY & Tania KARIM, 2016. "Spin Selling Concept & Its Application In The Business Performance Of Sachet Product In Bangladesh," The USV Annals of Economics and Public Administration, Stefan cel Mare University of Suceava, Romania, Faculty of Economics and Public Administration, vol. 16(1(23)), pages 75-84, June.
    • Handle: RePEc:scm:usvaep:v:16:y:2016:i:1(23):p:75-84
    as

    Download full text from publisher

    File URL: http://www.seap.usv.ro/annals/arhiva/USVAEPA_VOL.16,ISSUE_1(23),2016_fulltext.pdf
    Download Restriction: no
    ---><---

    More about this item

    Statistics

    Access and download statistics

    Corrections

    All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:scm:usvaep:v:16:y:2016:i:1(23):p:75-84. See general information about how to correct material in RePEc.

    If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.

    We have no bibliographic references for this item. You can help adding them by using this form .

    If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your RePEc Author Service profile, as there may be some citations waiting for confirmation.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: Liviu Scutariu (email available below). General contact details of provider: https://edirc.repec.org/data/feusvro.html .

    Please note that corrections may take a couple of weeks to filter through the various RePEc services.

    IDEAS is a RePEc service. RePEc uses bibliographic data supplied by the respective publishers.