What is personal selling? Flashcards
(18 cards)
What is personal selling?
A process of interpersonal interactions between a salesperson and a client to initiate, develop, and enhance their relationship with the goal of satisfying the needs of the client.
How does personal selling differ from marketing?
Personal selling is NOT marketing; it’s part of the 4Ps, specifically promotion.
What are the key attributes of a salesperson?
- Communication skills
- Listening skills
- Time-management skills
- Analytical thinking and problem-solving skills
What are the types of sales careers?
- Key account managers
- Sales manager
- Salesperson
What are the different types of sales environments?
- Online selling
- Direct selling
- Agent selling
- Retail selling
- Team selling
- Creative selling
What are the different tasks of a sales representative?
- Lead generator
- Order getter
- Order taker
- Sales support
- Administrator and deliverer
What roles does personal selling play?
- Personal selling and the customer
- Personal selling and the selling organization
- Personal selling and the community
What is the focus of Chapter 2 in the book?
The most critical skill that a salesperson requires – communication.
What does Chapter 3 of the book discuss?
The role that culture plays in selling products and services.
What is examined in Chapter 4?
How the business environment and external factors influence the choice of sales tactics a salesperson uses.
What guidelines does Chapter 5 provide?
Guidelines for dealing with ethical dilemmas in the sales context.
What does Chapter 6 focus on?
How the salesperson can profile and understand the customer.
What is described in Chapter 7?
The start of the selling process.
What is the key focus of Chapter 8?
Customer service as the key to return sales and relationship-building.
What challenges are addressed in Chapter 9?
How the salesperson can deal with and adjust to the challenges of the fourth industrial revolution.
What does Chapter 10 examine?
The role and functions of sales managers.
Fill in the blank: Personal selling is part of the _______.
4Ps, promotion
True or False: A salesperson’s role does not include developing a relationship with the client.
False
