Читать книгу Media Selling - Warner Charles Dudley - Страница 157

1 What do the various letters in AESKOPP mean?

2 Do all of the seven AESKOPP elements have to be present for successful selling?

3 What are some of the core competencies of Skills?

4 What are the two types of Preparation?

5 How can a salesperson use the core competencies rating system to improve performance?

6 Name two ways a sales manager can use the core competencies rating system.

7 What is an attitude?

8 Which comes first, attitude or performance? Why?

9 What is the difference between a goal and an objective?

10 What are the six criteria for sound objectives?

11 What are the four elements in the cycle of success?