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Role Of Personal Selling

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... The role of personal selling in developing sustained and profitable trade relations cannot culture. Roles: Roles within the Nootka society were clearly defined. Females took the dominate spiritual role and guidance role. MARKETING CASE STUDY I. What is the role of personal selling in developing sustained and profitable trade relations? * Role: role conflict, role identity and role playing * group norms * status Personal selling is a personal interaction between the salesperson, and the customer. The salesperson must create ...



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Sources list for ROLE OF PERSONAL SELLING:

Wood, W. (1994), `Reinventing The Sales force', Journal Of Personal Selling and Sales Management, Volume 21, Number 3
Personal Selling

Sallee, A. and Flaherty, K. (2003), `Enhancing Salesperson Trust: An Examination Of Managerial Values, Empowerment and The Moderating Influence Of SBU Strategy', Journal Of Personal Selling and Sales Management, Volume 23, Number 4, pp. 229
Personal Selling

McFarland, R.G. (2003), `Crisis Of Conscience: The use Of Coercive Sales Tactics and Resultant Felt Stress In The Salesperson', Journal Of Personal Selling and Sales Management, Volume 23, Number 4, pp. 311
Personal Selling

Barksdale-Jr., Hiram C, et al. "The Impact of Realistic Job Previews and Perceptions of Training on Sales Force Performance and Continuance Commitment: A Longitudinal Test." The Journal of Personal Selling & Sales Management 23.2 (2003): 125.
Compensation and Benefits in the IT Industry

Srinivasan, S. (2004). Customer relationship management: its dimensions and effect on customer outcomes. Journal of Personal Selling and Sales Management, 9, p. 1-20.
Operations of K2 Skis

 

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