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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 12
You've identified a process by which your company could recycle packaging material, saving the company about 10% of the packaging costs. But when you talk this over with the person in charge of shipping, he says, "You're just a sales rep! Go sell something and let me do my job!" What do you think is driving his reaction? How would you respond? What would you do next?
Explanation
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Obtaining commitment from the buyer stan...
Selling 8th Edition by Stephen Castleberry,John Tanner
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