Consider which of the sales positions you have engaged with in the last month. Would they be inside or outside order takers, order getter, missionary, technical, or a team? In what circumstances did you have this experience?
Explain in detail what happens in each of the steps in personal selling process.
- Prospecting and Qualifying
- Handling Objections
- Closing: Asking for the Order
Partner with a fellow student, and practice the personal selling process. Take turns being the buyer and then the seller.
Define sales promotion and discuss its importance in the promotion mix.