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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Book Description Prentice Hall College Div, 1994. Paperback. Book Condition: New. Bookseller Inventory # DADAX0132878305
Book Description Prentice Hall College Div, 1994. Paperback. Book Condition: New. book. Bookseller Inventory # 0132878305