Scope Of Personal Selling

Topics:
Sales Force Design
Tags:
Sales,
Sales Force Management,
Sales Strategy,
University Of Missouri
Source:
The Curators of the University of Missouri

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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. Sales jobs can be of three types viz. sales maintenance, sales support, and sales development. The issues involved in personal selling include leadership, compensation, and motivation. The paper examines issues involved in personal selling.

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Format: HTML | Size: 594KB | Date: Jan 2003 | Pages: 109

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