1. As the seller you often won't go through every step on the complete selling cycle. Indicate what steps in the cycle you might utilize for each of the following situations:
   
   
   
   1. A customer who is buying her favourite chocolate bar from the Dollar Store. ( 2 Marks)
   2. A customer (who has already done a lot of research) buying a computer from Staples. ( 2 Marks)
   3. A customer who has run out of diapers for the baby and goes to Shoppers Drug Mart. (the Father has never had to buy them before - his wife always takes care of it) - ( 1 Mark)
2. Step 1 indicates "Identify Customer." Often people enter your selling environment for reasons other than to make a purchase. List two possible responses to your greeting of "Good Morning, How can I help you?" that let you know right away that someone is not a customer for a new sale at this time. (i.e. "Can I use the bathroom?") - ( 2 Marks)
3. Step 2 indicates "Develop Rapport."
   
   
   
   1. List 3 suitable conversation topics sellers could use during this early phase of the selling cycle. ( 3 Marks)
   2. List 2 conversation topics a seller should avoid during this phase of the selling cycle. ( 2 Marks)
4. What would be some body language clues that might indicate that someone is feeling a good sense of rapport with 
   you or the products? Identify 3. - ( 3 Marks)
   
   What would be some body language clues that might indicate that someone is feeling NOT a good sense of rapport with you or the products? Identify 3. - (3 Marks) 
5. 1.  
6. Extend each of the following features into a corresponding advantage and benefit: ( 2 Marks each)
   Example: The shoe is made of leather... which means that it is very durable and will last longer, saving you money.