The Power of Selling, 2010a

9. [7] Kim Richmond, Brand You, 3rd ed. (Upper Saddle River, NJ: Pearson Prentice Hall, 2008), 162.
10. [8] Kim Richmond, Brand You, 3rd ed. (Upper Saddle River, NJ: Pearson Prentice Hall, 2008), 162.
11. [9] Kim Richmond, Brand You, 3rd ed. (Upper Saddle River, NJ: Pearson Prentice Hall, 2008), 162.
12. [10] Kim Richmond, Brand You, 3rd ed. (Upper Saddle River, NJ: Pearson Prentice Hall, 2008), 162.
2.4 Review and Practice
Power Wrap-Up
Now that you have read this chapter, you should be able to understand the following opportunities that
are available for a career in selling.
You can understand what traits it takes to be a successful salesperson.
You can describe the difference between business-to-business and business-to-consumer selling.
You can discuss other selling environments such as direct, entrepreneurial, global, and nonprofit
selling.
You can create your résumé and cover letter so they quickly tell your brand story and focus on the
value you can bring to a prospective employer.
TEST YOUR POWER KNOWLEDGE (ANSWERS ARE BELOW)
1. Name at least four of the traits of successful salespeople that are discussed in the chapter.
2. What is WII-FM, and what role does it have in a career in selling?
3. What does pay-for-performance mean in selling?
4. Which is better, a job that pays more or a job that you enjoy?
5. Identify whether each of the following is a B2B or a B2C selling channel:
a. ____ Selling a fence to a dog-training company.
b. ____ Selling business cards to a small business owner.
c. ____ Selling food to a school for the cafeteria.
d. ____ Selling energy drinks to spectators at a race.
Are there selling opportunities in a nonprofit organization?
What are the foundation of your résumé and cover letter?
POWER (ROLE) PLAY
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