1 Relationship Selling Opportunities in the Information Economy

A photo shows a clothier helping a woman to wear a jacket.

Source: Michael Ahearne

Learning Objectives

When you finish reading this chapter, you should be able to

  1. 1.1 Define personal selling and describe the three prescriptions of a personal selling philosophy

  2. 1.2 Describe the emergence of relationship selling in the age of information

  3. 1.3 Discuss the rewarding aspects of a career in selling today

  4. 1.4 Discuss the different employment settings in selling today

  5. 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 ...

Get Selling Today: Partnering to Create Value, 14/e now with the O’Reilly learning platform.

O’Reilly members experience books, live events, courses curated by job role, and more from O’Reilly and nearly 200 top publishers.

Start your free trial