A good job description does NOT

Multiple Choice

• provide a basis for how salespeople should be paid.

• list routine prospecting and sales report writing tasks.

• provide clear guidelines about what selling tasks the job involves.

• list general tasks to be performed without getting specific.

• provide a basis for seeing how salespeople should be trained.

The key steps of the personal selling process consist of the following: Prospect for new customers; select target customer; preplan sales call and presentation; make sales presentation; ________; and follow up after the sales call.

Multiple Choice

• create interest

• open sale

• overcome objections

• close sale

• contact buyer