Personal Selling and Sales Promotion

Personal Selling

Personal presentations by the firm’s sales force for the purpose of engaging customers, making sales, and building customer relationships.

Sales Person

Salesperson An individual who represents a company to customers by performing one or more of the following activities: prospecting, communicating, selling, servicing, information gathering, and relationship building.

Salespeople link the company with its customers. To many customers, the salesperson is the company.

Sales force management

Analyzing, planning, implementing, and controlling sales force activities

The sales force structure

  • Territorial sales force structure
  • Product sales force structure 
  • Customer (or market) sales force structure

Sales Promotion

Sales promotion consists of short-term incentives to encourage the purchase or sales of a product or service. Whereas advertising offers reasons to buy a product or service, sales promotion offers reasons to buy now.

Personal Selling and Sales Promotion

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