This text is a brief version of book "СПИН-продажи".СПИН-продажи is the technique of realization of meeting with a potential customer, based on the scale research of large sales, conducted by a company Huthwaite. A book is written with the founder of company Нилом Рэкхемом. To suffice it to say that the kind half of companies from the list of Fortune 500 teaches on this program of the salespeople.There is an enormous difference meantime, that successful salespeople talk about the activity on seminars and training, and that, how they conduct transactions in practice. "If you want to find out how experts accomplish sales, watch them in operations, but not depend upon their recitals of these events", - Нил Рекхэм, known worldwide trainer and consultant in the field of large sales advises.Twelve years of the life Nile Рекхэм devoted to research of behavior of salespeople. He intently studied 116 factors, able to influence on efficiency sales. The results got by him underlay book "СПИН-продажи". This unusual textbook instantly became the best seller and produced the family "revolution in the minds" of professional salespeople. An author not only tipped many traditional ideas over about large transactions but also unsealed main reasons of failures understanding the most successful salespeople at a conclusion such contracts."Many skills that assist successful small sales mix successfully to carry out large transactions. - Нил Рекхэм writes in a preface. - Style of realization of large sales, requiring a few meeting for adjusting of business relationships, substantially differs from style of realization of transaction on the basis of one meeting".What skills are required from a salesman as far as the increase of sum of transaction and volume of sale, when does behavior of customer change considerably? An answer for this question is strategy of BACKS, worked out Рекхэмом and written up on the pages of book.We remind that this text is a summary of book