1. Take a piece of paper and draw a line down the middle. Write "Pros" on the top left and "Cons" on the top right. Now, from your own perspective, come up with as many issues as you can on both sides regarding relationship selling as a career choice for you. Be sure to note why you list each item as you do.

2. Creativity is important to sales success. What is creativity? Give a specific example of something or several things you have done that you think are especially creative. How might creativity be taught or trained to salespeople?

3. Telecommuting and using a virtual office are major aspects of many professional sales positions. How do you feel about telecommuting and a virtual office in a job? What aspects of telecommuting and a virtual office are you most and least attracted to?

4. What aspects of sales jobs do you believe provide a strong foundation for moving up in an organization?

5. Explain the differences among a new-task purchase, modified rebuy, and straight rebuy. How is each situation likely to alter the way a salesperson approaches a client?