1. Name at least four of the traits of successful salespeople that are discussed in the chapter.
2. What is WII-FM, and what role does it have in a career in selling?
3. What does pay-for-performance mean in selling?
4. Which is better, a job that pays more or a job that you enjoy?
5. Identify whether each of the following is a B2B or a B2C selling channel:
a. ____ Selling a fence to a dog-training company.
b. ____ Selling business cards to a small business owner.
c. ____ Selling food to a school for the cafeteria.
d. ____ Selling energy drinks to spectators at a race.
Are there selling opportunities in a nonprofit organization?
What are the foundations of your résumé and cover letter?