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Personal Selling
Personal selling

Personal selling as it is practised is not the same as the selling concept. The selling concept is a philosophy that may have prevailed at one time in industry, and it assumes the following:

  • That customers will not ordinarily buy enough of the product without a persuasive sales talk.
  • That customers can be tricked or persuaded into buying more of a product than they really need if the salesperson uses the right techniques.
  • That the customer will not mind being persuaded, and will still be glad to see the salesperson again.
  • That customers' objections to the product ...

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