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?
