The Power of Selling, 2010a

You can recognize the strengths and weaknesses of each type of communication and when each is
appropriate to use.
You can understand the role of listening in effective communication.
You can recognize the impact of nonverbal communication.
You can practice how to shake hands properly.
You can discuss the appropriate etiquette for business situations, including the use of electronic
devices.
You can understand the role that informational interviews may play in your career search.
TEST YOUR POWER KNOWLEDGE (ANSWERS ARE BELOW)
1. Describe the difference between soft skills and hard skills.
2. Discuss two ways to demonstrate active listening.
3. Name the three types of communication. Identify at least one pro and one con for each one.
4. Which type and method of communication would you use to tell your boss that your car broke down and
you can’t make it to the customer presentation?
5. If you invite a customer to lunch, who should pay? If your customer invites you to lunch, who should pay?
6. When is it appropriate to write a thank-you note in sales?
7. Identify three situations in which it would be appropriate to have your electronic device such as a cell
phone turned on in a meeting.
POWER (ROLE) PLAY
Now it’s time to put what you’ve learned into practice. The following are two roles that are involved in the
same selling situation—one role is the customer, and the other is the salesperson. This will give you the
opportunity to think about this selling situation from the point of view of both the customer and the
salesperson.
Read each role carefully along with the discussion questions. Then be prepared to play either of the roles
in class using the concepts covered in this chapter. You may be asked to discuss the roles and do a roleplay
in groups or individually.
Safe and Secure
Role: Sales rep for Sun Security Systems for retail stores
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