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 example from your experience, or from Role Play enactments in class to support your view.

d) Objection Handling Techniques List & explain with examples/situationthat explain & elaborate these techniques.

e) Twelve keys to successful closing with examples / situation