Provide an opening paragraph about sales and the importance of the function to an organization.
Be sure to use a citation to let the reader know where you got the information.
The introductory paragraph should be approximately 4 sentences in length. Be sure to delete instructions below submitting for grading.
Chapter 1
1. What is personal selling?
2. Define creating value according to our textbook Specially address CVP and the Personal Value Equation)
3. List and describe the four sales communication methods.
Chapter 2
1. Explain what ethical responsibilities salespeople have towards:
a. Themselves:
b. Their Organizations:
c. Their Customers:
2. Which laws apply to personal selling?
Chapter 3
1. Explain why people buy. List the different types of customers.
2. Describe how do organizations make purchasing decisions
Chapter 4
1. Explain the importance of communication in personal sales
2. What are some important things to remember when communicating via technology?
3. Provide information regarding how a salesperson adjusts to accommodate cultural differences.
Chapter 5
1. What is adaptive selling? Address the following after defining as required:
a. Performance Feedback:
b. Diagnostic Feedback:
c. Social Style Matrix:
Chapter 6
• Provide an example of a sales person walking through each of the steps as highlighted within the graphic above.
• Describe how a sales person identifies prospects.
• Describe how a salesperson qualifies leads
Chapter 7, 8, & 9
Provide some insight in regards to what the best practices are for the following:
o Planning a Sales Call:
o Makng the Sales Call:
o Stengthening the Presentation:
Chapter 10
Discuss how a salesperson overcomes objections or reluctance.
Chapter 11
Outline some best practices in regards to closing a sale.
Chapter 12
What is neotiating? Why is the skill essential as part of the sales process?
Chapter 13
Explain how a salesperson should go about building partnerships? Explain how a salesperson should go about building customer relationships?
Provide a closng paragraph about how you will apply the information learned within this course. The wrap up paragraph should be approximately 4 sentences in length. Be sure to delete instructions below submitting for grading.