exam1studysheet - Characteristics of successful...

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MAR 3391 Exam I Study Sheet Note: This is not a comprehensive review. It is to be used as a study guide . Text Chapters 1, 2, 3, 5 & 6 Assigned Readings from How to Become a Rainmaker What is selling and why is it important to study? Sales jobs: Types Duties that comprise them Advantages & disadvantages Characteristics of sales personnel Relationships: Types of
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Unformatted text preview: Characteristics of successful relationships Legal environment of professional selling Ethical environment of professional selling The use of words & questions in professional selling Listening Nonverbal communication Types of sales presentations Social styles: Assertiveness vs. responsiveness 4 types Adjusting ones to mirror the clients...
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This note was uploaded on 09/09/2011 for the course MAR 3391 taught by Professor Garcia,s during the Fall '08 term at University of Central Florida.

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