Personal Selling

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9780702166365: Personal Selling
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Outlining 10 steps in the personal selling process—from prospecting for new business to closing a deal—this guide explains the art of the sale. The importance of listening to customers, clarifying the difference between selling a product and a service, and emphasizing the importance of business ethics are revealed. Descriptions of the options available to those seeking a career in sales are included, as is an exploration of the impact of the sales profession on the economy, and a reminder that all jobs require some amount of selling.

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About the Author:

M. C. Cant is the head of the marketing department at the University of South Africa–Pretoria. C. H. van Heerden is a senior lecturer in the department of marketing and communication at the University of Pretoria.

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Cant, M. C.
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ISBN 10: 0702166367 ISBN 13: 9780702166365
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