CHAPTER 6
PREPARATION FOR
SUCCESS IN SELLING
EXCELLENCE
o
o
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Is never an accident.
Is contagious.
Is important because it is
everything.
o
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Demands commitment and dedication
from organizational leadership.
Is inspirational
Is an organization's life line.
PREPARING TO SELL
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Academic preparation
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Involves three areas
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Orients us to the business world
Acquaints us with managerial and
organizational styles
Acquaints us with various types of
problems or opportunities that face
corporations
Product knowledge
Motivation and goal setting
Knowledge of the sales process