1. Explain the importance of collaborative, two-way communication in personal selling.
2. Explain the primary types of questions and how they are applied in selling.
3. Illustrate the diverse roles and uses of strategic questioning in personal selling.
4. Identifyand describe the five steps of the ADAPT questioning sequence for effective fact-finding and needsdiscovery.
5. Discuss the four sequential steps for effective active listening.
6. Discuss the superiority of pictures over words for explaining concepts and enhancing comprehension.
7. Describe and interpret the different forms of nonverbal communication.
8. Discuss why prospecting is an important and challenging task for salespeople.
9. Explain strategic prospecting and each stage in the strategic prospecting process.
10. Describe the major prospecting methods and give examples of each method.
11. Explain the important components of a strategic prospecting plan.
12. Discuss the types of information salespeople need to prepare for salesdialogue.