Developing a Personal Selling Strategy
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This case study was compiled from generalized experience of the authors, and is intended to be used as a basis for class discussion. It is not intended to illustrate either effective or ineffective handling of a management situation. Nor is it a primary information source.
» Understand the various stages of the sales process, particularly objection handling.
Personal selling, Sales process, Steps in the Sales process, Lead generation, Lead qualification, Pre-Approach, Sales presentation, Objection Handling, Personal selling strategy, Role play
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