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Boundless Marketing
Personal Selling and Sales Promotion
Marketing Textbooks Boundless Marketing Personal Selling and Sales Promotion
Marketing Textbooks Boundless Marketing
Marketing Textbooks
Marketing

Section 3

Selling Roles

Book Version 3
By Boundless
Boundless Marketing
Marketing
by Boundless
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4 concepts
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Proactive Representatives

Proactive representatives tend to fall in to one of two main categories: Hunters and Farmers.

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Passive Representatives

Passive representatives don't like to sell, but are generally friendly and will take your order if you place one.

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Consultant

Consultants are problem solvers who ask questions about their prospect's business in order to meet their needs and close a sale.

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Support Personnel

Support personnel provide after-sales or technical assistance to customers, including functions ranging from engineering to marketing.

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