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The goal of Fundamentals of Selling has always been to demonstrate to students the order of steps within the selling process; provide numerous examples of what should be in each step; and show how the steps within the selling process interact with one another. Combined with up-to-date content and a strong ethical focus, the 13th edition of

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To the Instructor Thank you for choosing Fundamentals of Selling to use in your class! It has taken years to bring you the textbook and the accompanying materials.

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