Below are the learning exercises for Lesson 7. What is required of you is to pick 5 of the following to talk about. Each one will require a 2 to 3 paragraph informational response.

Lesson 7

1. Think of a personal interaction in which you sold someone on an idea (e.g., a vacation, a choice of movies, or a date). Explain how the seven steps of successful selling applied to this particular situation.
2. Consider the last major purchase you made. Did the salesperson use the seven steps of successful selling? In what ways could he or she have done a better job? What eventually sold you on the product?
3. Imagine you are trying to sell season tickets to your local ballpark. After you present the product to your prospects, a middle-aged married couple, they tell you they are very interested but are concerned they might be out of town on some of the weekends when there are home games, and they dont want their tickets to go to waste. What solutions could you offer to overcome their objections?
4. Discuss the difference between a prospect and a customer.
5. Describe the ideal customer for the following products or services:
   1. iPod Touch
   2. Ferrari sports car
   3. GEICO car insurance
   4. Unnamed Publisher (Links to an external site.) textbooks
6. Discuss the sales funnel and why leads are important to the selling process.
7. Discuss the difference between a prospect and a customer.
8. If someone goes into a Best Buy store and looks at the home theater systems, is he a lead or a prospect? Why?
9. Visit a local jeweler and shop for a watch. What questions does the salesperson ask to qualify you as a prospect?
10. Assume you are selling staffing services to banks and financial institutions. Identify three sources you would use to identify prospects.
11. Imagine that you sell real estate in your area. Discuss three ways referrals can find you.
12. Assume you are selling advertising. Identify three trade organizations that you might use as sources for leads.
13. Assume you are responsible for donations at a local nonprofit organization that provides services for battered women. You are looking for possible corporate sponsors for your shelter. Visit your campus library and review at least two of the databases or directories listed in this section and identify two leads from each one.
14. Assume you sell lumber to construction companies. How would you use a trade show to identify leads?
15. Identify the industry for each of the following NAICS codes. How would this information be helpful in prospecting?
    1. 44
    2. 62
    3. 71
    4. 54
16. Discuss how the sales funnel applies to your job search.
17. Visit your campus library and meet with the librarian to learn about the databases, directories, or business lists that are available for your job search. Use at least two different sources to identify target companies (hint: the Book of Lists is available in many cities and provides a list of top companies in several categories).
18. Using the list you created in Exercise 3, conduct further research about each company and identify at least three hiring managers to whom you can send your rsum and cover letter.