PART V
COMMENTS ON END OF CHAPTER
QUESTIONS AND CASES
CHAPTER 1
THE LIFE, TIMES, AND CAREER OF THE PROFESSIONAL SALESPERSON
COMMENTS ON CHAPTER 1 SALES APPLICATION QUESTIONS
2. The seven most frequently mentioned characteristics necessary to be successful in sales can be found
in the word success itself. These are: (A) Service to Others; (B) Use the Core Principles of
3. Six major reasons for choosing a sales career are (1) service to others; (2) the wide variety of sales
4. Career path—upward sequence of job movements. Ask students how one moves into a corporate
home office marketing position. Usually you begin as a salesperson.
5. The Core Principles of Professional Selling stipulates that a salesperson unselfishly serves the buyer
or buying organization and professionally represents the selling organization. Service to others and
6. The seven deadly sins of business selling are: 1. Lack of product knowledge; 2. Time wasting; 3.