1. Most salespeople are not trained in how to install their products. Why then should a good salesperson make it a point to oversee the installation process?

2. Why should a salesperson encourage his or her customers to complain? Isn't this just asking for trouble?

3. Explain why relationship-enhancement activities are important.

4.Develop an example of the four different levels of goals and how they are interrelated.

5. Explain the weaknesses and strengths of the two methods for account classification.

6. What are the six teamwork skills? Explain why they are important for success in developing interpersonal relationships.