Personal Selling

Topics:
Sales Force Design
Tags:
California State University,
Sales,
Sales Force,
Sales Force Management
Source:
California State University, Chico

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Overview: Personal selling forms one of the components of the promotional mix of an organization. It is a form of interpersonal communication to inform and persuade prospective buyers to buy a particular product, service, or idea. The personal selling process starts with prospecting and locating new buyers. It culminates with the close of sale and the follow-up activity. The salesforce in the organization is responsible for personal selling. Careful management of the salesforce is a prerequisite for realizing efficient sales productivity. The paper examines issues and steps involved in personal selling. In this context, salesforce management is also discussed.

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Format: HTML | Size: 311KB | Date: Jan 2003 | Pages: 11

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