Personal Selling/Sales Management

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Personal Selling/Sales Management

• Ignore the reference to Chapter One. This
  presentation is from when I used to teach a sales
  class.

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From http//demo.apogee.net/ccit/train/tpps001.ht
m
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From http//stuffiknow.weblogger.com/2000/10/14
and WKRP in Cincinnati
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• Image

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Personal Selling

• Personal selling is personal communication
  between the seller and the buyer for the purpose
  of determining and satisfying buyer need.
  Moncrief and Shipp (1997) Sales Management.
• Personal selling Persuading a party to do what
  they otherwise may not have chosen to do
  getting them to willingly do what I want.

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The Sales Image

• Negative.
• Positive.

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Sales Management

• Planning, organizing, direction and control of
  the selling activities of a business unit.
  Moncrief and Shipp (1997) Sales Management.

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• End of Program.