{"id":38,"date":"2015-07-29T16:52:36","date_gmt":"2015-07-29T16:52:36","guid":{"rendered":"https:\/\/courses.candelalearning.com\/salesx17xmaster\/?post_type=chapter&p=38"},"modified":"2015-07-29T16:52:36","modified_gmt":"2015-07-29T16:52:36","slug":"review-and-practice-2","status":"publish","type":"chapter","link":"https:\/\/courses.lumenlearning.com\/cerritos-sales-1\/chapter\/review-and-practice-2\/","title":{"raw":"Review and Practice","rendered":"Review and Practice"},"content":{"raw":"
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Power Wrap-Up<\/h2>\r\n
\r\n\r\nNow that you have read this chapter, you should be able to understand the following opportunities that are available for a career in selling.\r\n
    \r\n\t
  • You can understand<\/strong> what traits it takes to be a successful salesperson.<\/li>\r\n\t
  • You can describe<\/strong> the difference between business-to-business and business-to-consumer selling.<\/li>\r\n\t
  • You can discuss<\/strong> other selling environments such as direct, entrepreneurial, global, and nonprofit selling.<\/li>\r\n\t
  • You can create<\/strong> your r\u00e9sum\u00e9 and cover letter so they quickly tell your brand story and focus on the value you can bring to a prospective employer.<\/li>\r\n<\/ul>\r\n<\/div>\r\n
    \r\n

    Test Your Power Knowledge (answers are below)<\/h3>\r\n
      \r\n\t
    1. Name at least four of the traits of successful salespeople that are discussed in the chapter.<\/li>\r\n\t
    2. What is WII-FM, and what role does it have in a career in selling?<\/li>\r\n\t
    3. What does pay-for-performance mean in selling?<\/li>\r\n\t
    4. Which is better, a job that pays more or a job that you enjoy?<\/li>\r\n\t
    5. Identify whether each of the following is a B2B or a B2C selling channel:\r\n
        \r\n\t
      1. ____ Selling a fence to a dog-training company.<\/li>\r\n\t
      2. ____ Selling business cards to a small business owner.<\/li>\r\n\t
      3. ____ Selling food to a school for the cafeteria.<\/li>\r\n\t
      4. ____ Selling energy drinks to spectators at a race.<\/li>\r\n<\/ol>\r\n<\/li>\r\n\t
      5. Are there selling opportunities in a nonprofit organization?<\/li>\r\n\t
      6. What are the foundation of your r\u00e9sum\u00e9 and cover letter?<\/li>\r\n<\/ol>\r\n<\/div>\r\n
        \r\n

        Power (Role) Play<\/h3>\r\nNow it\u2019s time to put what you\u2019ve learned into practice. The following are two roles that are involved in the same selling situation\u2014one role is the customer, and the other is the salesperson. This will give you the opportunity to think about this selling situation from the point of view of both the customer and the salesperson.\r\n\r\nRead each role carefully along with the discussion questions. Then, be prepared to play either of the roles in class using the concepts covered in this chapter. You may be asked to discuss the roles and do a role-play in groups or individually.\r\n\r\nTrust Me?\r\n\r\nRole: Seller of a home<\/em>\r\n\r\nYou are the owner of a four-bedroom home in a very nice part of town. The home has a spectacular view and impeccable landscaping. It is decorated so well that everyone who comes over wishes his or her house could look like yours. You and your spouse have decided that you want to sell your home even though the market is soft. You think you have found the real estate agent with whom you want to list the house. You want to get top dollar for your home.\r\n