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Exam 1 Study Sheet - Professional Selling | mar-91, Exams of Marketing

University of Central Florida (UCF)Marketing

Prof. Cynthia Gundy

Material Type: Exam; Professor: Gundy; Class: Professional Selling; Subject: Marketing; University: University of Central Florida; Term: Unknown 1989;

Typology: Exams

2009/2010

Uploaded on 02/24/2010

koofers-user-9i7 🇺🇸

10 documents

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Download Exam 1 Study Sheet - Professional Selling | mar-91 and more Exams Marketing in PDF only on Docsity! MAR 3391 Exam I Study Sheet Note: This is not a comprehensive review. It is to be used as a study guide. Text Chapters 1, 2, 3, 5 & 6 Assigned Readings from How to Become a Rainmaker What is selling and why is it important to study? Sales jobs: Types Duties that comprise them Advantages & disadvantages Characteristics of sales personnel Relationships: Types of Characteristics of successful relationships Legal environment of professional selling Ethical environment of professional selling The use of words & questions in professional selling Listening Nonverbal communication Types of sales presentations Social styles: Assertiveness vs. responsiveness 4 types Adjusting one’s to mirror the client’s

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