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1. Advertising consists of one-way, nonpersonal communication with target consumer groups. In contrast, . . . involves two-way, personal communication between salespeople and individual customers
2. The sales force serves as a critical link between a company and its customers. In many cases, salespeople serve both masters - the seller and the . . .
3. First, . . . represent the company to customers. At the same time, they represent customers to the company.
4. Salespeople should be concerned with more than just producing sales - they should work with others in the company to produce customer satisfaction and company . . .
5. The selling process consists of seven steps: Prospecting and qualifying, preapproach, approach, presentation and demonstration, handling objections, closing, delivering, and follow-up. Which step is wrong?
6. The first step in the selling process is prospecting - identifying . . . potential customers.
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