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Personal Selling Chapter 2
1.
Building Partnering Relationships
Chapter 2
2.
3.
4.
5.
The Evolution of
Personal Selling
6.
7.
8.
9.
10.
Dependence Increases as
Relationships become Important Transactional High Low Relationships High Low Dependence Relationship Partnership
11.
12.
Partnering with Customers
13.
14.
15.
16.
17.
18.
19.
20.
21.
22.
23.
24.
25.
Types of Relationships
Between Buyers and Sellers
26.
27.
Foundations of Successful
Relationships
28.
29.
30.
31.
32.
33.
34.
35.
36.
37.
End of Chapter
2
38.
Thank you
Notas do Editor
Page 31
Page 33
Page 33, 34
Page 35
Page 40
Page 51
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