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Marketing pp 217-235 | Cite as

Sales Force Strategy

Chapter
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Abstract

In this chapter we shall explore the role of direct selling in the marketing mix, and the sales process itself. We shall also discuss the role of sales promotion. For convenience, the words ‘salesman’ and ‘he’ have been used. The authors recognise that salespeople are frequently women and no offence is intended.

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Copyright information

© Martin Christopher and Malcolm McDonald 1995

Authors and Affiliations

  1. 1.Cranfield University School of ManagementUK

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