Essentials of Personal Selling: The New Professionalism

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9780132878302: Essentials of Personal Selling: The New Professionalism

This text is designed to help students adjust to the dynamic technological and market changes in today's competitive environment. It discusses several megatrends that have an impact on today's salespeople: revolutionary developments in communications and technology; more expert and demanding buyers; rising customer expectations; the influx of women and minorities into sales careers; the expanding use of direct marketing methods to sell to consumers; micro-segmentation of markets; and the globalization of markets. The study explores and highlights specific companies, salespeople and selling situations, sets up in-depth role-playing and provides two case studies about real-world selling problems.

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This text is designed to prepare students from diverse backgrounds to join a new breed of professional salespeople by helping them develop the knowledge and skills to rapidly adjust to dynamic technological and market changes in today's competitive selling environment.

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Rolph Anderson
Published by Prentice Hall College Div (1994)
ISBN 10: 0132878305 ISBN 13: 9780132878302
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Rolph Anderson
Published by Prentice Hall College Div (1994)
ISBN 10: 0132878305 ISBN 13: 9780132878302
New Paperback Quantity Available: 1
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Book Description Prentice Hall College Div, 1994. Paperback. Book Condition: New. book. Bookseller Inventory # 132878305

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