1. Imagine that you sell life insurance. Describe how customer demographics can help you with your pre-approach research.

2. Describe a time when you made a purchase, or modified a planned purchase because a salesperson revealed an opportunity that you wouldn’t have otherwise considered.

3. Assume you worked in the Apple Store. Identify one general benefit statement and one specific benefit statement for each of the following:

iPod

MacBook Pro

iTunes

4. Describe the difference in the sales cycles between selling jeans to a college student compared to selling a home to a newly married couple. What impact will that have on your SMART objectives?

5. If you were the salesperson for Red Bull and you were calling on a major grocery store chain, identify three potential illustrations that you could use during your presentation.