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| PREFACE | xxiii | (8) | |||
| ABOUT THE AUTHORS | xxxi | ||||
| Part I Developing a Personal Selling Philosophy | 2 | (46) | |||
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2 | (25) | |||
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27 | (21) | |||
| Part II Developing a Relationship Strategy | 48 | (44) | |||
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48 | (24) | |||
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72 | (20) | |||
| Part III Developing a Product Strategy | 92 | (48) | |||
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92 | (25) | |||
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117 | (23) | |||
| Part IV Developing a Customer Strategy | 140 | (52) | |||
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140 | (26) | |||
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166 | (26) | |||
| Part V Developing a Presentation Strategy | 192 | (148) | |||
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192 | (24) | |||
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216 | (31) | |||
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247 | (21) | |||
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268 | (24) | |||
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292 | (24) | |||
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316 | (24) | |||
| Part VI Management of Self and Others | 340 | (65) | |||
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340 | (22) | |||
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362 | (24) | |||
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386 | (19) | |||
| APPENDIX 1 FINDING EMPLOYMENT: A PERSONALIZED MARKETING APPROACH | 405 | (10) | |||
| APPENDIX 2 SOFTWARE FOR SALES AUTOMATION APPLICATIONS | 415 | (6) | |||
| APPENDIX 3 PARTNERSHIP SELLING: A ROLE PLAY/SIMULATION FOR SELLING TODAY | 421 | (61) | |||
| END NOTES | 482 | (17) | |||
| GLOSSARY | 499 | (10) | |||
| NAME INDEX | 509 | (8) | |||
| SUBJECT INDEX | 517 |
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