JMGT_V1_N4_A5 Smitha Sambrani Journal on Management 2230 – 715X 1 4 41 43 selling, buying, sales situation This paper talks about the Selling in the 21st Century. When we imagine a typical sales situation, buying a second-hand car, this is how it used to be. As we enter the car showroom would be pursued by a persistent sales person who gives a hard sell with the object of clinching the deal. We know comparatively little about the product, so we would not be sure whether what we are being told is quite true and could any product be as perfect as the sales person says. By the time we get out, we would feel that we have been mauled by a tiger and what's worse, we would also feel a faint suspicion that we have been railroaded into buying a car that is not quite what we wanted. March - May 2007 Copyright © 2007 i-manager publications. All rights reserved. i-manager Publications http://www.imanagerpublications.com/Article.aspx?ArticleId=374