Ch 17: Personal Selling Communication

About This Chapter

Boost your marketing grades and prepare for upcoming exams with this chapter on personal selling communication. This helpful collection of online marketing lessons and quizzes can be studied wherever and whenever it's convenient.

Personal Selling Communication - Chapter Summary

If you need to refresh your knowledge of personal selling communication, simply work through this series of fun marketing lessons and quizzes. Inside the chapter, you'll find concise definitions and memorable explanations of important personal selling concepts, including sales techniques, sales management, relationship selling methods and the personal selling process. We've included lesson quizzes and a chapter exam to help you solidify your understanding of the chapter's terms and concepts. You can work through the chapter at your own pace and access the material 24/7. Upon completion of the chapter, you should be able to:

  • Outline the steps of the personal selling process
  • Differentiate between relationship selling and traditional sales methods
  • Evaluate the purpose of sales management in personal selling
  • Recognize effective techniques that help customers in the selling process
  • Determine how the sales process is affected by technology and regulations
  • Understand how to analyze sales results and activities

6 Lessons in Chapter 17: Personal Selling Communication
Test your knowledge with a 30-question chapter practice test
Personal Selling: The Steps of the Selling Process

1. Personal Selling: The Steps of the Selling Process

This lesson introduces you to the concept of personal selling. You will learn about the steps in the personal selling process, including how to close a deal.

Relationship Selling vs. Traditional Methods: Definition and Purpose

2. Relationship Selling vs. Traditional Methods: Definition and Purpose

Promoting is an important method of communicating the benefits of a product or service. The traditional way of selling does not take into account developing a long-term relationship with customers and is more concerned with just making a sale. The proper way of selling in a marketing environment is relationship selling. This is concerned with solving customer product needs and delivering long-term customer service.

The Role of Sales Management in Personal Selling

3. The Role of Sales Management in Personal Selling

When it comes to personal selling, the sales team of any company needs the support of the company's sales management. Learn the important role sales management plays in this video lesson.

Techniques for Assisting Customers in the Selling Process

4. Techniques for Assisting Customers in the Selling Process

In this lesson, we'll explore how to assist customers in the selling process by looking at the practice of customer service and its associated techniques. Check out this lesson to learn about upselling, cross-selling, and product knowledge.

How Technology & Regulations Affect the Sales Process

5. How Technology & Regulations Affect the Sales Process

Rapid changes in technology can help salespersons streamline their jobs and automate routine functions. Social media, mobile devices, new applications, and effectively using ''Big Data'' can increase sales. Regulations for small businesses that increase employer costs may add pressure to the sales force to bring in more revenue.

How to Analyze Selling Activities & Results

6. How to Analyze Selling Activities & Results

Sales activities are critical for the livelihood of a business. Equally important is having an effective way to analyze sales activities and results. Several methods are explained and examples are provided for each method.

Chapter Practice Exam
Test your knowledge of this chapter with a 30 question practice chapter exam.
Not Taken
Practice Final Exam
Test your knowledge of the entire course with a 50 question practice final exam.
Not Taken

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