Key Success Factors in the Personal Wholesaling Process

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Key Success Factors in the Personal Wholesaling Process Practical Report on an Internship van Laack GmbH General Management – Business Languages Fall Term 2012 Key Success Factors in the Personal Wholsaling Process Name: William Varley Address: Am Doosberg 6, 65375 Oestrich-Winkel Submitted to: Sebastian Krautz Submission Date: 02.01.2013 Key Success Factors in the Personal Wholesaling Process Restriction Notes This practical report with the title “Key Success Factors in the Personal Selling Process” contains internal corporate information of van Laack GmbH and s.Oliver Bernd Freier GmbH & Co.KG. Hence, it is restricted to presentation at EBS Business School as well as the assessors of this work. The information shall not be made accessible for public or third persons. Sperrvermerk Die vorliegende Praxisarbeit mit dem Titel „Key Success Factors in the Personal Selling Process“ enthält unternehmensinterne Daten der Firma van Laack GmbH und s.Oliver Bernd Freier GmbH & Co.KG. Daher ist sie nur zur Vorlage bei der EBS Business School sowie den Begutachtern der Arbeit bestimmt. Für die Öffentlichkeit und dritte Personen darf sie nicht zugänglich sein. Key Success Factors in the Personal Wholesaling Process List of Contents 1 Introduction ............................................................................ 1 1.1 Problem Definition and Objective .................................................................... 1 1.2 Course of investigation ...................................................................................... 1 2 Theoretical Foundations ........................................................ 2 3 The Three Phases of the Personal Selling Process ............... 3 3.1 Interviewing Phase ............................................................................................. 3 3.2 Matching Phase

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