Sales Management Review, Fxh

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Shared by: F.X. Hadi Tjokrosusilo

rocessrocess

umbersumbers

kill+Art kill+Art …+…+ KnowledgeKnowledge

elationship elationship

ommitmentommitment

SELLING is A …SELLING is A …SELLING is A …SELLING is A …

PP

NN

S S

RR

CC

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4

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Initial Selling

Repeat Selling

Up Selling

Cross Selling

Referral Selling ...

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1. SPREADING

2. COVERAGE

3. PENETRATION

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