Personal Selling: Building Customer Relationships and Partnerships

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In line with students' current career goals, Personal Selling focuses exclusively on professional business-to-business selling rather than retail selling. Early introduction of the Personal Selling Process (PSP) engages students from the beginning, with tools for converting prospects into customers. The authors' latest research on customer loyalty and relationship marketing further distinguishes Personal Selling from other titles, which focus less on these pressing issues. Strategies for achieving long-term customer loyalty ...

Personal Selling: Building Customer Relationships and Partnerships 2007, Houghton Mifflin, Boston, MA

ISBN-13: 9780618731015

2nd edition

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