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Personal Selling Objectives and Strategies by Rahul Kumbhare is a document available to read on EtoBox.
What is Personal Selling Objectives and Strategies about?
1. The document discusses key concepts related to personal selling, including the Behavioral Theory Equation components of B=P*D*K*V and the stages of the personal selling process such as need identification, presentation, demonstration, handling objections, and closing. 2. It also addresses sales force management topics like evaluation, compensation, and different sales force structures. Additional topics covered include sales promotion techniques, the role of sales managers, and supply chain and logisti
- Author
- Rahul Kumbhare
- Language
- EN