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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?
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