Personal Selling Today—A Definition and a philosophy
1.1 Define personal selling and describe the three prescriptions of a personal selling philosophy
Most people are aware of Arthur Miller’s very successful Pulitzer Prize–winning stage and screenplay, and its title “The Death of a Salesman.” The reality of personal selling today is that there is a “Rebirth of the Salesperson.” Between 2000 and today, when many thought the computer and Internet were causing a reduction in the need for salespeople, the number of selling jobs increased. Selling is the second-largest employment category in the United States (government jobs are the largest) and research indicates there will be two million more salespeople added to the U.S. sales force by 2020. ...
Get Selling Today: Partnering to Create Value, 14/e now with the O’Reilly learning platform.
O’Reilly members experience books, live events, courses curated by job role, and more from O’Reilly and nearly 200 top publishers.
