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Concept Checks
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1

What is personal selling?
 
2

What is involved in sales management?
 
3

What is the principal difference between an order taker and an order getter?
 
4

What is team selling?
 
5

What are the six stages in the personal selling process?
 
6

What is the distinction between a lead and a qualified prospect?
 
7

Which presentation format is most consistent with the marketing concept? Why?
 
8

What are the three types of selling objectives?
 
9

What three factors are used to structure sales organizations?
 
10

How does emotional intelligence tie to adaptive selling?
 





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