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Personal Selling and Sales Management

 McGraw-Hill Companies, Inc.
  7th-Oct-2016
Description: Understand the role and importance of personal selling in the marketing communications mix. See how the key steps in personal selling depend on a relationship perspective. Identify the similarities and differences in the job responsibilities of salespeople and sales managers. After studying this chapter you should be able to: Describe the key activities in sales management, Appreciate important ethical issues face by salespeople and sales managers.
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Domain: Business
Category: Management
Contributing Organization: UNC Wilmington
 ‐ More of their Presentations
Maxims of Tech: Rules of Engagement for a Fast Changing Environment
Contents:
1-1

Chapter 19

Personal Selling and Sales Management
1-2
McGraw-Hill/Irwin

Copyright © 2004 by The McGraw-Hill Companies, Inc. All rights reserved.

After studying this chapter
you should be able to:
• Understand the role and importance of
personal selling in the marketing
communications mix.
• See how the key steps in personal selling
depend on a relationship perspective.
&bul ... See more

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