ch 20 - Order taker o Order getter o Customer Sales Support...

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Chapter 20 What personal selling is o Two-way flow of communication between a buyer and a seller Often face-to-face Designed to influence o In Marketing Critical link between firm and customers Salespeople are the firm in a customer’s eyes Plays a dominant role in marketing program The 3 types of personal selling o
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Unformatted text preview: Order taker o Order getter o Customer Sales Support The 6 stages of personal selling o The 3 presentation formats and the 6 ways to handle objectives o 3 Presentation Formats o o 6 Ways to Handle Objectives The 3 functions of sales management o Formulation o Implementation o Evaluation & Control...
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This note was uploaded on 05/17/2010 for the course MKT 337 taught by Professor Mcallister during the Spring '07 term at University of Texas at Austin.

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