Discussion Post: Salesman Ship
• What are the two types of rewards that salespeople can earn? Give an example of each.
• What is a code of ethics? Describe the two types of codes of ethics.
• List and briefly explain the three levels of listening.
• According to the text, when setting sales call objectives, the salesperson should think SMART. What do the letters in this acronym advice the salesperson to do? List and describe them.
• List and briefly describe the four statement approaches frequently used by salespeople.
• Give at least 3 examples each, of practical and psychological objections.
• What should the Golden Rule salesperson do when it is obvious that a product is not what the buyer really needs?
The response should include a reference list. Using one-inch margins, Times New Roman 12 pnt font, double-space and APA style of writing and citations.