In high school distributve education classes the selling function is usually interpreted as it relates to retail sales. The industrial sales representative, however, must act on his own in the field, making decisions without consultation with his superiors. As the total distributive education program grows in sophistication, there is a need to provide curriculum materials for the young person who may be interested in indistrial selling. This document presents decision-making exercises developed for the advanced distributive education student who has already completed courses in basic selling and other marketing functions. The material is broken down into separate exercises or modules. Completion time for each will range from one class period to a week. Each exercise includes a decision situation, objectives and activities, pre- and post-tests, and teacher data. The teacher-coordinator may evaluate the student or discuss the exercise after the student's self-evaluation. (MF)