BIZ-074 — SPIN needs, advances, practice and evaluation evidence

Eight proposed Academy uses. Avoid leading discovery, hiding mismatch, interpreting significance as impact or forecasting reported sales gains.

Private whole-source review; PDF sheet locators, not print index.

Rackham distinguishes a problem from an explicit desired improvement, an agreed advance from a friendly continuation, and observed training behavior from business outcomes. Motorola dollar-sales changes +5.3% and −22.1% form a 27.4 percentage-point growth gap; causal uncertainty and raw-data gaps remain.

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All eight chapters, appendices A/B, figures and end matter

Attribution checked against all 250 supplied sheets and 111 visual/layout sheets. Verified means source coverage and attribution, not independent proof of every empirical claim.