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Personal Selling Ch. 12

Personal Selling Ch. 12 - Sarah Anderson Personal Selling...

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Sarah Anderson Personal Selling Written Ch. 12 David Smith Prepare and submit answers to “Questions and Problems” Questions 8, 9, 10 and 11 on page 330. 8. A sales manager once told a salesperson, “you know that when Ms. Jacobs told you no, she was saying no to your proposal; she was not rejecting you personally.” What was she rejecting? What difference does it make to a salesperson? She was rejecting the proposal, and whatever the product was that the salesperson was trying to sell her. It's very important for salespeople to not take rejections personally, because that could affect their job performance as well as their well-being. You should remain positive and not let it affect your future presentations or your self-confidence. 9. Most of us have a natural fear of asking someone else to do something. What can you, as a student, do now to reduce such fear? Some also say that asking someone to buy means asking for money, and that makes people uncomfortable. How would you respond?
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