2. Reluctance to prospect is a real phenomenon. What can you do now (and avoid doing now), while you're in school, to avoid being reluctant to prospect when you become a salesperson?

3. Think about a teacher you have had in college. Assume that a salesperson wanted to sell that teacher an important product or service. Who would be a good focus of receptivity for this salesperson? Do you think the focus of receptivity would cooperate with the salesperson?

4. Think for a moment about trying to secure a sales job. Assume you are going to have an interview with a district manager with a consumer products firm next week for a sales position.What can you do to develop rapport and build credibility with her?