2. Describe the differences between postponing an objection and forestalling an objection. Then provide a clear example of appropriate postponing for the objection: "ThisiPadis way too expensive.I can buy Google tablets much cheaper than buying youriPad!"

3. "TheABCsof closingis'Always Be Closing.'" Another version is "Closeearlycloseoften." What is your reaction to this time-honored statement?

4. Suppose you're a salesperson with a local milk producer and you'renegotiating with a regional grocer over the number of deliveries you will make to their stores in a given week. Your maximum is six times a week, your opening is three times a week, and your target is five times a week. After negotiating for some time, the grocer states, "Look, we're not willing to accept anything less than 14 times a week." What do you do now?