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What percentage of the products/services that you purchase do you feel are purchased as a result of personal selling? Do you think of salespeople as the likable fellow or best joke teller of the past? Understanding that the majority of personal sales take place in a business-to-business context, can someone be trained to have the personality to build relationships?
Respond to the following:
• Consider the statements “The key to developing an effective sales force is selection” and “The key to developing an effective sales force is training.” Take a stand and justify one statement, supporting it with examples from other sources.
On July 28, 2009, a man walked up to the counter of a branch of Key Bank in Seattle, pushed a black bag across the counter, and ordered the teller to hand over money. Nicholso
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