1) Question #9 (Chapter 11)

1. What would you say to a friend to gain his or her commitment to go on a ski trip for winter break? Describe exactly what you would say to your friend using each of the following methods (make any assumptions necessary):

Question #4 (Chapter 12)

In Sales Technology 12.1, you learned about new cloud-based software that can be used for online negotiations. What are some potential problems of negotiating totally online with a buying team (no face-to-face negotiating)?