The Concept and Steps of Personal Selling

摘要

Personal selling has long been recognized as the oldest and perhaps the most crucial component of the promotion mix. Personal selling can be defined as an oral presentation in a conversation with one or more potential buyer to ensure sales. Persuading customers to buy goods or services personally as a marketing process can be defined as personal selling. One of the most potent elements in the promotion mix is salesmanship, a term used to indicate activities of personal selling. There are some opinions expressed about the steps in the sales process on personal selling. This theory and reviewed studies from expert opinion suggested some of the steps being taken in personal selling. Some opinions from the experts are different from each other. On the other hand, some things must be done to achieve success regarding personal selling by salespeople.