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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.

Marketing Management, Management Studies

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