Continuing to mirror the changing nature of personal selling in America, this study focuses on the principles and practices used by individuals who achieved long-term success. It emphasizes the value of high quality, long-term relationships that yield repeat business and referrals. The study contains many examples from successful smaller, marketing-oriented businesses and covers information and exercises on sales force automation (SFA).

From the Publisher

This number one selling sales text presents the changing nature of personal selling in America. It focuses on the principles and practices used by individuals who achieve long- term success in personal selling. This interesting and easy to read edition emphasizes the value of high quality, long-term relationships that yield repeat business and referrals and is supported with a comprehensive package.

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