I read module two and have decided to share a couple of interesting points this chapter discusses. The title of this chapter is Overview of Personal Selling. One of the things that I noticed was that more money is spent on personal selling than on any other form of marketing communications. That's more money than on advertising, sales promotion, publicity, or public relations. It seems that more attention is often given to advertising however, it might make more sense to pay close attention to personal selling because of the amount of money that is spent there. The book goes on to discuss various approaches to personal selling. These include the stimulus response, mental states, need satisfaction, problem solving, and the consultative approach. The book also mentions the sales process. The sales process is a cycle of events that salespeople follow and spend most of their time doing. It is a series of steps beginning with locating qualified prospective customers. From there, the sales person plans the sales presentation, makes an appointment to see the customer, completes the sale, and performs post-sale activities.
There a bunch of resoruces available on this website. It is the Journal of Personal Selling and Sales Management http://www.jpssm.org/
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