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Selling 8th Edition by Stephen Castleberry,John Tanner
Edition 8ISBN: 978-0073530017Selling 8th Edition by Stephen Castleberry,John Tanner
Edition 8ISBN: 978-0073530017 Exercise 4
Some people feel obligated to provide a salesperson with at least one referral when a salesperson uses the endless-chain method of prospecting, even though they don't really want to do so. Why? Because they want to be polite. What are the ethical implications of this for the salesperson asking for the referrals? What would you do if you sensed though nonverbal cues that someone was hesitant to offer any names?
Explanation
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Prospecting stands for the process where...
Selling 8th Edition by Stephen Castleberry,John Tanner
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