Fundamentals of Selling: Customers for Life

Abstract

Using a learning-by-doing approach, this text provides students with a basic understanding of goes on in the sales arena. Each chapter contains real-life sales challenges to increase student involvement and discussion, and there are end-of-chapter ethical dilemmas asking what would you do? Role-playing scenarios provide students with various selling techniques, both proactive and reactive. This edition integrates global coverage throughout, and there is expanded coverage of the impact of technology on the selling process.

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