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Lecture M: Marketing (4/e) - Chapter 19: Personal selling and sales management

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Lecture M: Marketing (4/e) - Chapter 19: Personal selling and sales management

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Chapter 19: Personal selling and sales management. When you finish this chapter, you should: Describe the value added of personal selling, define the steps in the personal selling process, describe the key functions involved in managing a sales force, describe the ethical and legal issues in personal selling.

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