Better Business, 5/e

Objective 14-3 Personal Selling and Sales Promotion

1. Outline the steps in the personal selling process, and describe the features of sales promotions.

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Keith Jefferson was nervous about giving his first big sales pitch alone. Despite his nerves, the presentation was going well, and he thought he would be able to close the deal. Then the client began to ask him questions that he had no answers for. The meeting ended quickly, and the client deferred making a final decision. The sales encounter was much more ...