Beruflich Dokumente
Kultur Dokumente
Chapter 18
The 11 Elements of
Successful Personal Selling
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The 11 Elements of
Successful Personal Selling
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11.
Sales as a Career
Sales is an important part of the firms
overall success
Successful people are successful sales
personsspouses, children, scientists,
business managers
Understanding selling is a valuable part of
everyones business education
Discussion Questions
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Discussion Questions
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Discussion Questions
What is the role of trust and mutual benefit in
building a long-term customer relationship?
10. What does it mean to close the sale? Explain its
role in personal selling.
11. How does the firms purpose and objective
affect the performance of its sales persons?
12. Identify 3 reasons someone who is seeking a
career in business would select a sales position.
Explain your answer.
9.