Selling Ingramand Williams(英文版)(ppt 152页)

Selling Ingramand Williams(英文版)内容提要：
Characteristics of Sales ProfessionalismCustomer Orientation
Use of Truthful and Nonmanipulative Tactics
Focus on Long-Term Satisfaction of Customer and Selling Firm
Contributions of Personal Selling Salespeople and the Customer
Industrial buyers prefer to deal with salespeople who:
Are honest
Understand general business and economic trends, as well as the buyer's business
Provide guidance throughout the sales process
Help the buyer to solve problems
Have a pleasant personality and a good professional image
Coordinate all aspects of the product and service to provide a total package

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