EXERCISES. I. Answer the questions:

I. Answer the questions:

1. What assured Luke's success at auctions? 2. What is there in Luke's speech that can be classified as frenzy, passion­ate solicitation and even bawdry? 3. What made Luke's exhor­tations to bid particularly funny? 4. Do you believe Luke? In any case describe the lot as you think it will look like in ten years. 5. What wares did Luke sell when he was not ' employed by land auctioneers?

2. He is a list of plus and minus qualities that has proved useful to sales managers in helping salesmen to remedy their deficiences and to understand unsuccessful salesmen. Comment on this list. Characterize some salesman you know applying these criteria to him. Do the same with the character of Luke.

Minus Qualities Bad-tempered Grouchy Intemperate Variable Easily discouraged     Easily discouraged Jealous Sensitive Treacherous Lacking in spirit Egotistic Lazy Unambitious

Plus Qualities

Agreeable

Dignified

Loyal

Willing

Trustworthy

Well-poised Jealous

Fine appearance Sensitive

Broad-visioned Treacherous

Energetic Lacking in spirit

Strong of personality Lazy

Persistent Unambitious

Regardful of discipline

(S. R. Halls. The Handbook of Sales Management)

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