1. Why have knowledge and the capability to creatively apply that knowledge in creating unique solutions become so important for today's salesperson in the business-to-business marketplace?

2. What are the implications for a salesperson if, when making a sales call, he or she discovers that there is no needs gap present? Illustrate your answer with an example.

3. Why is it important for salespeople to understand the concept of proxemics? Have you encountered a salesperson that did not understand this concept? How did it make you feel?

4. How do salespeople use effective questioning to maintain subtle control over the buyer-seller communication dialogue? Provide an example.