t point, as it is used in this study.
Limitations
The major methodological limitation applicable to thisstudy was the inability to examine all of the many types of 3sales situations present in the economy. Each type of sales situation has some unique characteristics, which demand speci fic behaviors on the part of sales personnel. While it was notfeasible to cover the topic in such breadth in this study, an attempt was made to identify those elements which are common to success in all types of sales situations.
REVIEW OF THE LITERATURE
As a part of the marketing function, the sales effort is best placed in perspective by reviewing the literature relevant to marketing generally, and then proceeding to an examination of the elements required for the success of a sales call. In this chapter, a brief review of the marketing process is pre sented f
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