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.
