The Disgruntled Customer |
ICMR HOME | Case Studies Collection Please note: This case study was compiled from generalized experience of the authors, and is intended to be used as a basis for class discussion. It is not intended to illustrate either effective or ineffective handling of a management situation. Nor is it a primary information source. |
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Issues:
» Understand the various stages of the sales process, particularly objection handling. Keywords:Objection handling, Personal selling, Sales process, Steps in the Sales process, Role play |
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