DQ1: How might understanding the buying process help salespeople influence a buyer's decision? Cite specific examples
DQ2: What is the difference between consultative selling and product-oriented selling? What are some advantages and disadvantages of each?
DQ3: How does active listening help salespeople identify a customer's needs? Recall a recent experience you have had with a salesperson. Did the person use active listening techniques? Were they effective? Explain why or why not. If the salesperson did not use active listening techniques, how could he or she have used them to improve the buying experience for you?