11:  Communication

Communication

Listening, poor listening, 3 dimensions

Guidelines for listening

Asking questions

Space and proxemics

Body language messages

Communication styles

Trust building

12:  Managing Your Time

Self Management

Sales Activities

Effectiveness and Efficiency

Activities and time spent

ROTI

Axioms

Quantitative and Qualitative measure

Account and Territory Management

Working Smarter

13:  Ethics

Ethics, ethical behavior, and sexual harassment

Ethical concerns

Ethical eyes in the field

Legal area

International considerations

Essay: What are the steps in the personal selling process?  Tell me about them.