Answer these questions in short brief answers. Be straight to the point and avoid being too wordy. Each question should be answered comprehensively. Just write your answers below their respective questions. No references needed.

Explain what ethics is and its importance. What are the three areas of unethical behavior?

What are the primary categories of types of buyers?

What are the distinguishing characteristics of business markets?

List and explain the different steps in the business-to-business buying process?

List and explain the different types of buyer needs?

What strategies can be used to increase the chances that the buyer will evaluate your offer as most favorable?

List and explain the types of purchasing decisions?

What is the concept of a buying team? List and explain the different roles of a buying team.

What is trust-based sales communication? Why is it important that sales communication be a collaborative process?

What are the primary types of questions applied in selling? How are they applied? Provide examples of each type of question.

What is/are the objective(s) of strategic questioning?

What is the purpose of the SPIN Questioning system? List and describe the types of questions in SPIN.

Identify and describe the five steps of the ADAPT questioning system.

List, describe and understand the components of the SIER hierarchy of active listening.

List, describe and understand the components of effective listening.

What is the impact of grammar and logical sequencing?

Define nonverbal communication and each of its various forms.