Personal Selling 2e

Personal Selling 2e,  2006 r. : "Personal Selling" distinguishes itself from its competition by focusing almost exclusively on professional business-to business (including business-to-non-profit organisations such as universities and government agencies) selling with little discussion of retail selling, because these are the sales jobs that college educated people want. It presents professional personal selling as a respected, well paid career, offering many benefits along with the chance to help companies and individuals solve problems and satisfy needs. It stresses building long-term relationships and partnerships with customers. Very few students are interested in being door-to-door salespeople, retail store clerks or other types of lower level selling, so these are not covered in the text. It also discusses the expanding role of B2B salespeople as their companies' key customer relationship managers (CRM), who interact most frequently with customers.

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