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This document provides details about a case study involving a salesperson named Jan Bronowski who works for Packard Bell selling computers. Jan has been successful in his retail role demonstrating products to customers. He has now been promoted to sell directly to local firms. Jan is preparing for his first sales call to a local chemical company. He is apprehensive about this new role selling to a more technical audience and demonstrating products to office staff. The document then discusses theories of rat

Author

Joan Marrie Alcoran Demetillo

Language

EN