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| ::::::'''Benefit''' is a favourable ''result'' the buyer receives from the product | | ::::::'''Benefit''' is a favourable ''result'' the buyer receives from the product |
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| == B2B Selling and Sales Management - Session 3 ==
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| == B2B Selling and Sales Management - Session 4 ==
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| * '''[[w:DISC assessment|DiSC]]''' is a [[w:behaviour|behavior]] assessment tool based on the DISC theory of psychologist [[w:William Moulton Marston|William Moulton Marston]], which centers on four different personality traits: '''D'''ominance, '''i'''nducement, '''s'''ubmission, and '''c'''ompliance. ( Wikipedia )
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| * An '''[[w:organizational structure|organizational structure]]''' defines how activities such as task allocation, coordination and supervision are directed towards the achievement of organizational aims.<ref>Pugh, D. S., ed. (1990).Organization Theory: Selected Readings. Harmondsworth: Penguin.</ref> It can also be considered as the viewing glass or perspective through which individuals see their organization and its environment.<ref name="Jacobides (2007)">Jacobides., M. G. (2007). The inherent limits of organizational structure and the unfulfilled role of hierarchy: Lessons from a near-war. Organization Science, 18, 3, 455-477.</ref> ( Wikipedia )
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| * '''[[w:Recruitment|Recruitment]]''' refers to the overall process of attracting, selecting and appointing suitable candidates for [[w:job|job]]s within an organization, either permanent or temporary. ( Wikipedia )
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| == B2B Selling and Sales Management - Session 5 - Virtual lecture ==
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| ---- | | ---- |
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| = References =
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| <references/>
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| ----
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| <center>This article '''used to be''' at the address '''<nowiki>https://GloBBA12.si/wiki/Sales_and_selling</nowiki>''' from 2012 to 2016 and '''<nowiki>https://wiki.study/regarding/Sales_and_selling</nowiki>''' from 2016 to 2020</center>
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| [[Category:Marketing specialization track]] | | [[Category:Marketing specialization track]] |