Personal Selling

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Chapter 15 Personal Selling
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Strategy Planning for Personal Selling
Exhibit 15-1
15-3
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Professional Salespeople

• The professional salesperson
• Helps customers satisfy needs
• Solves problems
• Builds relationships
• Represents the company
• Represents buyers
• Gathers market information

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Basic Sales Tasks
15-4
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Salesforce Structure
15-5
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Information Technology and Sales
New software and hardware provide a competitive
advantage for salespeople in many industries.
For example, financial planners can use
sophisticated software to analyze the needs of
clients in six keys areas of financial planning,
customizing their recommendations for each
clients unique situation.
15-6
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Selecting, Training, and Motivating
15-7
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Steps in the Personal Selling Process
Exhibit 15-3
15-8
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Types of Presentation Approaches
15-9