Creative Homework/Short Project Assume a firm that publishes university textbooks (including this marketing textbook) has just hired you as a field salesperson. Your job requires that you call on university faculty members to persuade them to adopt one of your textbooks for their dasses. As part of your training, your sales man- ager has asked you to develop an outline of what you will say in a typical sales presentation. Write that outline, including how you might handle a specific objective like "But this [a competitor's book] is the textbook we've always used, and it's always worked well for us."
Creative Homework/Short Project Assume a firm that publishes university textbooks (including this marketing textbook) has just hired you as a field salesperson. Your job requires that you call on university faculty members to persuade them to adopt one of your textbooks for their dasses. As part of your training, your sales man- ager has asked you to develop an outline of what you will say in a typical sales presentation. Write that outline, including how you might handle a specific objective like "But this [a competitor's book] is the textbook we've always used, and it's always worked well for us."
Chapter18: Personal Selling And Sales Promotion
Section: Chapter Questions
Problem 12DRQ
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![Creative Homework/Short Project Assume a firm that
publishes university textbooks (including this marketing
textbook) has just hired you as a field salesperson. Your
job requires that you call on university faculty members
to persuade them to adopt one of your textbooks for
their dasses. As part of your training, your sales man-
ager has asked you to develop an outline of what you
will say in a typical sales presentation. Write that outline,
including how you might handle a specific objective like
"But this [a competitor's book] is the textbook we've
always used, and it's always worked well for us."](/v2/_next/image?url=https%3A%2F%2Fcontent.bartleby.com%2Fqna-images%2Fquestion%2Fe371065a-79e8-4e4b-99ab-d46be5284a21%2F5f2e290f-fa13-4f85-a1aa-b615583f0a8b%2Ft7lr0lc_processed.png&w=3840&q=75)
Transcribed Image Text:Creative Homework/Short Project Assume a firm that
publishes university textbooks (including this marketing
textbook) has just hired you as a field salesperson. Your
job requires that you call on university faculty members
to persuade them to adopt one of your textbooks for
their dasses. As part of your training, your sales man-
ager has asked you to develop an outline of what you
will say in a typical sales presentation. Write that outline,
including how you might handle a specific objective like
"But this [a competitor's book] is the textbook we've
always used, and it's always worked well for us."
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