1) What is the BATNA? WHY is it important for a salesperson to know what the customer's BATNA is before the negotiation process? Explain with detail. 2) Describe the main aspects of the following closes: Trial Close, Direct Appeal Close, Assumptive Close, Summary-of-Benefits Close. Provide an example for each and what the advantage is for each. 3) What is the ZOPA? Use the following example to explain: A seller wants to sell their car for an amount between $7,000-$9,000; a buyer wants to spend between $6,000-$7,500. Why is it important for a salesperson to know what the ZOPA is before and during the negotiation process? 4) Explain why using things like metaphors and/or stories in your presentation can be so powerful at persuading clients? 5) You are negotiating a sale with a buyer who is sitting in front of you at their desk. Provide two examples each for a verbal buying cue and a non-verbal buying cue. Explain why it is important to be able to spot these. 6) You are interviewing potential sales managers for your company. To prepare for the interviewing process, you read about guidelines for hiring good managers, and something you read online said you needed to look at things like the sales manager's "Consideration vs. Structure". Explain what that means - using as many examples/details as possible. 7) Explain what "customer attrition" is. WHY is it important for you to identify the causes of customer attrition? 8) Provide 3 different ways to structure a sales territory (with an explanation for each). What is the main advantage for each method? If you are the head of a laptop manufacturer, what do you think the best way would be to structure your national sales territory?