Q1.Write short notes on importance, & why - of .... the following for a sales person & sales management :

a)Three Primal Theories of sales.

What they are (explain with example),

what does each theory mean for the sales person (how this may impact his/her behaviour/activities),

& do these primal theories work/apply in isolation or may be used in combination (your thoughtful view).

b)Service Orientation & a caring attitude in Relationship Selling - is it essential for long-term relationships in selling ?

c) "SMART" call objectives, indulging in "LOCATE" to prepare well, and "FAB", & "SELL" during presentation,

and "Follow-up", after "Close" are essential part of effectively selling - do you agree ?

Please cite any examplefrom your experience, or from Role Play enactments in class to support your view.

d) Objection Handling Techniques - List & explain with examples/situation-that explain & elaborate these techniques.

e) Twelve keys to successful "closing" - with examples / situation

PLEASE ELABORATE IN DETAIL BY GIVING EXAMPLES .