Personal selling: achieving customer satisfaction and loyalty

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Houghton Mifflin, 2004 - Business & Economics - 504 pages
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There are five basic goals that [the authors] want ... readers to achieve. [These are]: (1) understand and appreciate the multifaceted roles that salespeople play in their organizations, (2) obtain a solid conceptual background and understanding of the dynamic environment in which today's professional salespeople function, (3) develop a comprehensive and in-depth knowledge of how to apply the steps involved in the personal selling process (PSP) skillfully, (4) utilize an array of proven, effective tools and techniques for assessing and enhancing your abilities for personal selling, and (5) feel fully confident to assume a position in business-to-business sales.-Pref.

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