Teaching professional selling: A Relationship building process

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Title: Teaching professional selling: A Relationship building process
Author: Tyler, Philip; Hair, Neil
Abstract: Professional selling is a relationship building process and teaching the subject as a relationship building process has proved to be effective. This paper will detail the approach used to convey the tools, concepts, skills, and attitude required to enter a marketing sales career through the use of creative teaching methods. This paper is organized as follows: Laying the Foundation: Class One, Knowing and Respecting Each other, Interpersonal Skills, Attitude Assignments, Setting Goals, I Love You, Listen, Say Something Nice, Daily Self Assessment, Sales Presentation, A Day with a Sales Representative, Critique of Classmates Sales Presentations, Oral Final Exam, and Wrapping Up: Last Class.
Record URI: http://hdl.handle.net/1850/8094
Date: 2007

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