1. Why is selling an important factor in the success of every enterprise? 2. Mention the different methods of selling. What care should be exercised in the choice of a method? 3. Why is the jobber a necessity in our distributing system? What efforts have been made to eliminate him? 4. Give the advantages and disadvantages of the mail order business. Give the reasons for its rapid growth. 5. Why are value, service and style three important factors in selling? What are the requirements for good service? 6. What methods may be used for making the first sale? Give the importance of satisfaction in holding customers. 7. What is the importance of the viewpoint of customers in (a) foreign markets, (b) domestic markets (c) in a retail business? How may the viewpoint be obtained? 8. Why is a knowledge of market conditions essential? What advantages arise therefrom? 9. What qualities are necessary for a successful sales manager? Mention the requisites necessary in selecting salesmen. 10. What are the fundamental principles of salesmanship? How may they be acquired? 11. What part has education, dress and enthusiasm in the making of sales? Why should a salesman have confidence in self, his employer and the goods which he sells? 12. Why is the power to close a sale so important in selling? Mention the factors necessary to close. 13. What is the importance of suggestion in selling? Why are control, tact and confidence three factors in success? 14. How should a competitor or his goods be treated? Mention some of the methods of obtaining an advantage over a competitor. 15. What advantages arise from a knowledge of trade conditions? What local information is it necessary to collect and how is it obtained?...

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