Ch. 18 - Personal Selling and Sales Management

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Step 1: Generating Leads- The Coca-Cola Company generates leads through advertising and social media, being a part of the region local culture and traditions. The company adapts their product to the norms of the society they will sell their beverage. 

Step 2: Qualifying Leads- The company uses their web site and social media to qualify their leads. 

Step 3: Approaching the Customer and Probing Needs- The Coca-Cola Company website advertises all the elements of stories, blogs, opinions, news, brands, videos, music and more.

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