1. Describe and define "good" selling in your own words. What are the characteristics of selling when it is done in a positive way? You may paraphrase from multiple cited sources--do not just copy definitions from any source. You must have the citations for sources used to develop your own definition. 2. Describe and define "bad" selling in your own words. What are the characteristics of selling when it is done in a bad or negative way? You may paraphrase from multiple cited sources--do not just copy definitions from any source. You must have the citations for sources used to develop your own definition. 3. This textbook lists 7 steps in selling - different sources use different numbers. Which of the 7 steps is most important and why? 4. There are two abbreviations used in selling: ABC and AIDA. What does each stand for? Is each one more likely to be associated with good or bad selling and why? Note: you will need to do research beyond the textbook for this part of the question, and you will need to cite your source(s). 5. What is the most important aspect of sales management and why? 6. When I was a professional sales trainer (yes you drew the lucky card on this one) I taught that ABC should stand for "Always Build Commitment." How is that different from the more common abbreviation? 7. Why did I say "unless you are not employed and do not volunteer, you are in some way involved on the selling side?" How are you involved in this process every day?