Selling 9th Edition by Stephen Castleberry,John Tanner

Exercise 11

Make a chart with three columns: Items, What I Want This Item to Communicate to Others, and What Others Will Think My Item Is Communicating. In the first column list the following: my hairstyle, the clothing I'm wearing today, and any jewelry or body accents (like earrings or tattoos). In the second column describe the message you want to communicate with each item. Have someone else fill in the third column, describing what the items communicate to him or her.