Chapter 16 Sales Promotion and Personal Selling
Sales Promotion
Objectives of Sales Promotion
Tools for Consumer Sales Promotion
Tools for Trade Sales Promotion
The Role of Trade Sales Promotion
Personal Selling
Steps in the Selling Process
Probing Needs
Handling Objections
The Impact of Technology on Personal Selling
Email: jharvey@som.gmu.edu
Home Page: http://mason.gmu.edu/~jharvey
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