1 Relationship Selling Opportunities in the Information Economy
Source: Michael Ahearne
Learning Objectives
When you finish reading this chapter, you should be able to
1.1 Define personal selling and describe the three prescriptions of a personal selling philosophy
1.2 Describe the emergence of relationship selling in the age of information
1.3 Discuss the rewarding aspects of a career in selling today
1.4 Discuss the different employment settings in selling today
1.5 Explain how personal selling skills have become one of the master skills needed for success in the information age and how personal selling skills contribute to the work ...
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