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This is because of the technical nature of the products being sold, and the need to maintain close personal relationships between the selling and buying organizations.
However, the nature of the personal selling function is changing. Organizations are reducing the size of their salesforces in the face of greater buyer concentration, moves towards centralized buying, and recognition of the high costs of maintaining a field sales team. The concentration of buying power into fewer hands has also fuelled the move towards relationship management, often through key account selling. This involves the use of dedicated sales teams that service the accounts of major buyers...
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