CH19-Professional%20selling%20and%20Sales%20Manaagement-student

CH19-Professional%20selling%20and%20Sales%20Manaagement-student

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19-1 CHAPTER PERSONAL SELLING  AND SALES  MANAGEMENT 19
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19-2 Professional Selling as a Career People love the lifestyle There is a lot of flexibility There is a lot of variety in the job Can be very lucrative Very visible to management and good for promotions Sales Jobs Website
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19-3 The Value Added by Personal Selling Salespeople Provide Information and Advice Salespeople Save Time and Simplify Buying Salespeople Build Relationships ©Royalty-Free/Corbis
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19-4 The Scope and Nature of  Personal Selling
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19-5 The Personal Selling Process
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19-6 Step 1: Generate and Qualify Leads
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19-7 Step 2: Preapproach ©Royalty-Free/Corbis
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19-8 Step 3: Sales Presentation  and Overcoming Reservations Klaus Tiedge/Blend Images/Getty Images
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19-9 Step 4: Closing the Sale
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