1-3.Nature of Personal Selling 14-6 Wide spectrum of positions from: Order taker (department store salesperson) Order getter (someone engaged in creative selling) >Missionary salesperson (building goodwill or educating buyers) 對计至（竹置多大学 国际商学院市场营销学系 University of Intemational Business and Economics
国际商学院 市场营销学系 14－6 I-3. Nature of Personal Selling Wide spectrum of positions from: Order taker (department store salesperson) Order getter (someone engaged in creative selling) Missionary salesperson (building goodwill or educating buyers)
1-4.The Role of the Sales Force 14-7 Personal selling is effective because salespeople can: probe customers adjust the marketing offer negotiate terms of sale build long-term personal relationships 至（竹至多大学 国际商学院市场营销学系 University of Intemational Business and Economics
国际商学院 市场营销学系 14－7 I-4. The Role of the Sales Force Personal selling is effective because salespeople can: probe customers adjust the marketing offer negotiate terms of sale build long-term personal relationships
1-4.The Role of Sales Force 14-8 Produce Customer Satisfaction Sales Force:A Critical Link Produce Company Profit :對肝至（的宜多大差 国际商学院市场营销学系 University of Intemational Business and Economics
国际商学院 市场营销学系 14－8 I-4. The Role of Sales Force Sales Force: A Critical Link Produce Customer Satisfaction Produce Company Profit
14-9 Il.Sales Force Management 雒對酒价置昌大孝 国际商学院市场营销学系 University of Intemational Business and Economics
国际商学院 市场营销学系 14－9 II. Sales Force Management
ll-1.Major Steps In Sales force Management 14-10 Recruiting Designing and Training Selecting Compensating Supervising Evaluating 计至（竹置多大孝 国际商学院市场营销学系 University of Intemational Business and Economics
国际商学院 市场营销学系 14－10 II-1. Major Steps In Sales force Management Designing Recruiting and Selecting Training Compensating Supervising Evaluating