Chapter Five

1. Discuss two ways for the salesperson to gain knowledge.
2. Explain the reasons for the salesperson to have selling knowledge.
3. What does the salesperson need to know about each of the following:
1. Your customers
2. Your company
3. Your product(s)
4. Your resellers
4. How does advertising aid salespeople?
5. Discuss each of the following types of advertising:
1. National advertising
2. Retail advertising
3. Cooperative Advertising
4. Trade advertising
5. Industrial advertising
6. Direct-mail advertising
6. Why should a company spend money on advertising?
7. What is sales promotion and discuss each of the following types of sales promotion:
1. POP Displays
2. Shelf Positioning
3. Premiums
8. Explain the difficult task of pricing the product.
9. Discuss why it is important for the salesperson to know the competition, industry, and economy.
10. Explain the major reasons for a salesperson to use personal computers.
11. Discuss how the use of technology can improve a salespersons personal productivity.
12. Explain how the use of technology can improve the salespersons communications with customers and employer.
13. Explain how the use of technology can improve customer order processing and service support.
14. Discuss ways in which the Internet can help salespeople.