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Summary: Students heading for a career in business will benefit from researched and proven selling techniques. Professional sales skills are becoming increasingly important in today's business world. This text covers up-to-date academic topics and rich application materials, providing students with everything they need to understand and apply selling techniques. Hundreds of articles and resources have been reviewed and updated to reflect the latest research and trends. The authors have also e ...show morexamined popular sales training courses used by major corporations and have developed a new set of supplements to give students all the tools they need. Developing a Personal Selling Philosophy; Developing a Relationship Strategy; Developing a Product Strategy; Developing a Customer Strategy; Developing a Presentation Strategy; Management of Self and Others Advances in technology and changes in customer expectations mean that sales personnel need to be adaptive and employ the latest in selling techniques. The authors have updated this text with new research and new interactive tools to engage students and reinforce learning with doing. ...show less
Edition/Copyright: 11TH 10
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