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Professional Selling NotesProduct= Information, services, ideas, and issues.Personal selling philosophy= 1. Adopt marketing concepts. 2. Value personal selling. 3. Problem Solving-Changing from industrial activity and moving into information processing.Personal selling= company representative interacting with customers.Value added selling= Series of creative improvements within the sales process to enhance the customers experience.1. Develop relationship 2. Identifying Needs 3. Configuring solutionIntangibles= Quality of advice, levels of trust.- personal selling changed from a persuader strategy to problem solving. Marketing Concept= Principle that holds that achieving organizational goals depends on knowing the needs and wants of target markets and delivering desired products. -Customer focus and value are the paths to sales and profitMarketing mix= Set of controllable, tactical marketing tools that consist of everything the firm can do to influence the demand.