Personal Selling
Objective 13-6 Outline the tasks involved in personal selling and describe the various types of sales promotions.
In the oldest and most expensive form of sales, personal selling, a salesperson communicates one-on-one with potential customers to identify their needs and align them with products. Salespeople gain credibility by investing time getting acquainted with potential customers and answering their questions. This professional interaction is especially effective in relationship marketing. It gives the seller a clearer picture of the buyer’s business and allows salespeople to provide buyers with value-adding services.
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