From the Practitioner's Desk: A Comment on "Broadening the Scope of Relationship Selling."

Yoho, Dave
March 1998
Journal of Personal Selling & Sales Management;Spring98, Vol. 18 Issue 2, p51
Academic Journal
Presents comments to the article titled "Broadening the Scope of Relationship Selling," by professor Marvin Jolson in the Fall 1997 issue. Concurrence with the author's idea that the salesperson is frequently competing with an image conjured up by the media in general, playwrights and movie makers in particular; Emphasis on the author's examination of the traditional hard sell; Things to consider in teaching needs assessment by salespeople.


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