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Personal Selling: Function, Theory, and Practice

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Personal Selling: Function, Theory, and Practice, 4e introduces sales from a professional, real-world perspective. The authors use their varied selling experiences and strong academic backgrounds to harmonize sound theory and successful practice. Input from top marketing executives further brings key principles to light. The text quickly delves to the heart of the effective sales process: problem or need recognition and problem solving (or need satisfaction). Rather than teaching students how to sell using a standard sales ...

Personal Selling: Function, Theory, and Practice 1999, Cengage Learning

ISBN-13: 9780873936385

4th edition

Hardcover

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Personal Selling: Function, Theory, and Practice 1982, Dryden Press, Chicago, IL

ISBN-13: 9780030602917

2nd edition

Unknown binding

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Personal Selling: Function, Theory, & Practice 1978, Dryden Press

ISBN-13: 9780030208362

Unknown binding

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