please explain the following questions. from personal selling

1. a) Someone has asked you about attending Douglas College in the future and how suitable it might be for them. Develop six questions that would help you gather six different key pieces of infonnation to assist you in detennining if Douglas College would be suitable for them. b) Describe three consequences of using low price tactics when selling. c) Explain the different between a rational and emotional buying motive. d) What is a Dominant Buying Motive? 2. a) In the Strategic/Consultative Style Selling Model the textbook stresses the need to develop a set of four underlying strategies that we use to complete the four major steps in the sales process. Using a table name the four strategies and list two elements for each one. b) List three good reasons to consider a career in professional sales. c) List three challenges that can make the profession unattractive as a career. d) Explain how value-added selling strategies enhance personal selling. 3. a) List three presentation objectives that would be appropriate during the rst call on a new prospect. b) Define the term action objective. c) Provide three examples of action obj ectives. d) List three important elements of pre-call planning for team-based selling. e) List and briey describe three approaches to converting the buyers attention and arousing interest. I 4 a) Provide three examples of how you would build a positive relationship with a new customer and three examples of how you would maintain a positive relationship with an existing customer. b) Provide two examples of business culture that are different outside North America. c) Name and briey explain the four Self-Improvement Strategies that Add Value