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Chapter Outline Promotion and Communication Promotion Mix Chapter Outline Personal Selling - Personal Selling vs. Advertising - Varying Quality and Style of Personal Selling - Intercultural Negotiation - Motivation - Telemarketing - Expatriate Personnel Chapter Outline Publicity - The Nature of Publicity - The Management of Publicity - Negative Publicity Sales Promotion - The Nature of Sales Promotion - Restrictions Overseas Product Exhibitions Purposes of Promotion communicate (inform) persuade (influence) Process of Communication Source Encoding Message (Information) Decoding Destination
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