1. List the four groups of people with whom sales personnel must be able to work effectively.
2. Why is partnering described as the highest-quality selling relationship? Why has the building of partnerships become more important today?
3. Describe the win-win approach to selling.
4. Identify three conversational methods that can be used to establish relationships.
5. Describe the meaning of nonverbal messages. Why should salespeople be concerned about these messages?
6. List and describe each step in the four-step self-improvement plan.

1. Complete the Discussion Questions 1-4 for Case Application 2 " Women in Management at Deutsche Telekom". Chapter 3 Page 86. DISCUSSION QUESTIONS 1. What do you think of this "quota" approach that Deutsche Telekom is pursuing? What benefits and draw. backs does such an approach have? 2. What issues might Deutsche Telekom face in recruiting female university graduates? How could they address these issues? 3. What issues might the company face in introducing changes in work-family programs? Again, how could they address these issues? 4. What workplace diversity initiatives discussed in the chapter might be appropriate for Deutsche Telekom? What would be involved in implementing these initiatives?

Mi unidad - Google Drive X + e/u/0/my-drive atsApp LED Studio in Linkedin YouTube S DOLAR OBSERVAD.. ~ U. F. 2017 ID. Duolingo G G La Polar Women in Management at Deutsche Telekom Companies across Europe have a problem-a large gender plans to expand its parental-leave programs and introduce gap in leadership. 108 Men far outnumber women in senior more flexible working hours for managers. Right now, less business leadership positions. This dismal picture of sexism than 1 percent of the company's managers work part-time in Europe exists despite efforts and campaigns to try and In addition, the company plans to double the number of avail- ensure equality in the workplace. But one European com- able places in company child-care programs. The company pany is tackling the problem head-on. also has realized it needs to become more transparent in its Deutsche Telekom, Europe's largest telecommunication selection and appointment processes and to monitor whether company, says it intends to "more than double the number of recruiting and retention goals have been reached. Despite its women who are managers within five years." In addition, it efforts, Deutsche Telekom and other German companies planned to increase the number of women in senior and mid- have struggled with gender goals. Italy had more than a dle management to 30 percent by the end of 2015. With this quarter (29 percent) of women in senior roles. Ireland, at announcement, the company became the first member of 19 percent, the Netherlands, at 18 percent, and Germany, at the DAX 30 index of blue-chip German companies to intro- 15 percent, performed lower than the global average (24 per- duce a gender quota. Deutsche's chief executive Rene cent) in 2016. 109 Obermann said, "Taking on more women in management positions is not about the enforcement of misconstrued egal- DISCUSSION QUESTIONS itarianism. Having a greater number of women at the top will 1. What do you think of this "quota" approach that quite simply enable us to operate better." Deutsche Telekom is pursuing? What benefits and draw- In addition to its plans to intensify recruiting of female backs does such an approach have? university graduates, Deutsche Telekom will need to make 2. What issues might Deutsche Telekom face in recruiting changes in its corporate policies and practices to attract and female university graduates? How could they address keep women in management positions. these issues? So what is Deutsche Telekom doing to achieve its goal 3. What issues might the company face In introducing of bringing more women into management positions? One changes in work-family programs? Again, how could action the company is taking is to increase and improve they address these issues? recruiting of female university graduates. In fact, the com- 4. What workplace diversity initiatives discussed in the pany has committed to having at least 30 percent of the chapter might be appropriate for Deutsche Telekom? places in executive development programs held by women. What would be involved in implementing these Other steps being taken by the company revolve around initiatives? the work environment and work-family issues. The company S&P 500 -1.64% ~ ASUS VivoBook FIO 5 O P