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In a detailed and professional manner answer the following using appropriate examples where applicable to help explain your responses: 1.Personal Selling is especially critical for companies that sel
In a detailed and professional manner answer the following using appropriate examples where applicable to help explain your responses:
1.Personal Selling is especially critical for companies that sell to other businesses.
Does this mean that personal selling is unimportant to retailers and others who sell directly to ultimate consumers?
2.Fielding a large salesforce is an expensive proposition. In terms of the key roles
fulfilled by salespeople, how do companies make this investment pay off?
(Companies expect salespeople to fulfill four key roles:)
3.What is customer value?
4. How can salespeople add to the value received by customers?
5.How can salespeople earn the trust of their customers?
7.What is adaptive selling?
8.How does consultative selling differ from problem solving selling?
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