I want to learn about the following with the help of examples

I also want references for the same

Write short notes on importance, & why - of .... the following for a sales person & sales management :

I want to learn about the three primal theories of sales with the help of examples. What does each theory mean for the sales person. What impact does these have on the behaviour and activities of sales person. Can these theories applied in separately or they are to be used combinely.

b)Service Orientation & a caring attitude in Relationship Selling - is it essential for long-term relationships in selling ?

c) "SMART" call objectives, indulging in "LOCATE" to prepare well, and "FAB", & "SELL" during presentation,

and "Follow-up", after "Close" are essential part of effectively selling - do you agree ?

Please cite any examplefrom your experience, or from Role Play enactments in class to support your view.

d) Objection Handling Techniques - List & explain with examples/situation-that explain & elaborate these techniques.

e) Twelve keys to successful "closing" - with examples / situation