4

Question 1

Importance of Sales for starting and Maintaining

Answer 1

survival
penetrating the market

growing to meet goals of business plan

Question 2

Sales ethics

Answer 2

confidentiality, representing the facts, responsibility to client employer and community

bad ethics caused by overambitious efforts, heavy pressure on managers, and organizational cultures which prioritize profit above ethics

Question 3

Negotiation process

Answer 3

Preparation: most of the work: who, needs, BATNA, minimal outcome, variables to negotiate
Proposal: not too high or low, establish good intentions, resist salami tactics
Discussion: alternative suggestions, use different variables prepared earlier
Bargaining: excuses vs objections
Closure: availablility questions, delivery questions, etc
repeat agreement in detail, make written document if possible

Question 4

Definition of communication

Answer 4

exchange of ideas information and emotion verbally or nonverbally

Question 5

Elements of communication

Answer 5

face to face, telephone, email, newsletters

Question 6

Communication Noise

Answer 6

elements which hinder the correct delivery of a message

Question 7

Definition of Active Listening

Answer 7

listening and responding with what you believe the person meant both in terms of literal and emotional content. repeating back to them your understanding, providing nonverbal cues to show you are paying attention and understand them