4. In October, people of the Hindu religion celebrate Diwali, the festival of lights. The festival of

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4. In October, people of the Hindu religion celebrate Diwali, the festival of lights. The festival of lights is one of the most important and most beautiful Indian festivals. Rick Saulle, a pharmaceutical sales representative employed by Pfizer, knew that one of the most important physicians he called on was Indian and would celebrate Diwali. He also knew that it is commonplace to provide sweets to Indians who celebrate Diwali. Saulle visited an Indian grocery store and purchased a plate of Indian sweets to celebrate Diwali. When he presented the sweets to the physician, the response was very positive. The doctor grabbed Saulle’s hand, shook it forcefully, and sincerely thanked him for honoring this important holiday.50

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Selling Today

ISBN: 9780618345878

12th Edition

Authors: Gerald L. Manning, Michael L. Ahearne, Barry L. Reece

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