Exam #1 Questions FALL 2016 A
276 out of 300 points
I answered all the questions I could remember, T/F and some others below.
6 out of 6 points
Customers rarely expect salespeople to be knowledgeable about market opportunities a
Required Text: SELL (w/out CourseMate Access Crd) 5 Edition.
Thomas N. Ingram, Ramon A. Avila, Charles H. Schwepker, Michael R. Williams, Raymond
Buddy W. LaForge. Cengage Learning. ISBN-10: 1305662091. ISBN-13: 9781305662094
Big SELL Template: Based on Exhibit 6.4
Company and Key Person Information
Other Influencers on the decision
Customer Value Proposition
Sales Call Objective
Links between Buying Motives, Specific Benefits, Support Information, Reinfor
My Week 3 Discussion Response: (Graded 20/20)
A) The most recent sales experience I had that was enhanced by trust was in a Fry's Electronics
store. The salesperson approached me while I was wandering the wireless card aisle, checking
my note for compatib
For your Week 5 post, I want you to explore the concept of value.
1. First, please read sections 7.1, 7.2 and 7.3 in your text. Next you might like to read the short
article titled "Eric Almquist: Managing the Elements of Value", and watch the associated
Week 1 Discussion Post
Week 1 Professional Sales Profile, Course Objectives, Observations from the Science of Persuasion and
How to Make Toast videos.
Discussion Board Post activities are required and will be graded. A discussion post must be at least 200
My Response Week 1 Discussion Post: (Graded 20/20)
1. My professional career in selling began in high school, as editor-in-chief for my high school
newspaper. I was able to sell ad space to local businesses to help cover operating costs for the
paper. I f
Week 3 Discussion topic
Your text book state (Page 32): Trust is important to any relationship. Several critical
variables help sales people earn a buyers trust, such as expertise, dependability, candor,
customer orientation, and compatibility.
Think of a