1 What are the two types of rewards that salespeople can earn? Give an example of each.
2 What is a code of ethics? Describe the two types of codes of ethics.
3 List and briefly explain the three levels of listening.
4 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.
5 List and briefly describe the four statement approaches frequently used by salespeople.
6 Give at least 3 examples each, of practical and psychological objections.
7 What should the Golden Rule salesperson do when it is obvious that a product is not what the buyer really needs?