2-1 Why is peddling or “pushing products” inconsistent with the marketing concept?

2-2 Describe how new models of selling emerged in response to the marketing concept.

2-3 Describe the importance of personal selling as a part of the marketing concept.

2-4 What is consultative selling? Give examples.

2-5 Diagram and label the four-step Consultative Sales Presentation Guide.

2-6 List and briefly explain the four broad strategic areas that make up the selling process.

2-7 Briefly describe the evolution of partnering. Discuss the forces that contributed to this approach to selling.

2-8 Provide a brief description of value-added selling. What economic forces have motivated companies to adopt value-added selling?

2-9 Explain why the ethical conduct of salespeople has become so important today.