Business
Administration 467
All answers should be typed (double spaced,
new times roman 12 point font) please.
References should be used when appropriate. While the length of answers
may vary, reasonably complete answers will require more than one paragraph.
1.
How is professional personal
selling important to the marketing mix in general and integrated marketing
communications in particular?
2.
Outline the major differences
between the professional salesperson’s roles and behaviors in the consumer
market (B2C) versus the industrial (B2B) market. Give examples.
3.
We have had many guest speakers
this term. What are similarities and differences you noticed in terms of how
they see their careers in selling? Give
at least two examples.
4.
Discuss the personality factors
that are helpful in predicting success for an individual wanting to begin a
career in selling.
5.
Identify the stages of the
selling process where the following phrases may be applied:
a.
If you throw enough spaghetti
against the wall, some of it will stick.
b.
I understand how you feel,
others have felt that until they found…
c.
Is that the best you can do?
d.
If I could do X, would you do
Y?
e.
Do you want it tomorrow of is
next week better?
f.
Can you tell me how you would
use the product?
g.
Other than that, is there any
reason why we can’t do business today?
h.
What has been your experience
in using similar products?
i.
It is expensive? Compared to
what?
j.
When was the last time you
could have used that?
k.
Can you give me the names of
three people that could benefit from what I offer?
