Personal Selling Defined: A form of person to person
communication in which a
salesperson works with
prospective buyer and attempts
to influence purchase in the
direction of his or her
company’s products or services. Importance of Personal Selling:
Allows the firm to
immediately respond to the
needs of the prospect. Allows for immediate
Chapter 19: Personal selling and sales management. When you finish this chapter, you should: Describe the value added of personal selling, define the steps in the personal selling process, describe the key functions involved in managing a sales force, describe the ethical and legal issues in personal selling.
The Shares have not been and will not be offered for sale or sold in the United States of America, its territories or possessions and all
areas subject to its jurisdiction, or to United States persons, except in a transaction which does not violate the securities laws of the
United States of America.
Chapter 9 - Derivatives: futures, options, and swaps. In this chapter, students will be able to understand: Derivatives transfer risk from one person or firm to another; futures contracts are standardized contracts for the delivery of a specified quantity of a commodity or financial instrument on a prearranged future date, at an agreed-upon price; options give the buyer (option holder) a right and the seller (option writer) an obligation to buy or sell an underlying asset at a predetermined price on or before a fixed future date;...
The Merriam-Webster Dictionary defines telemarketing
as the marketing of goods or services by telephone. It’s a word
that was added to the dictionary back in 1980, when it became
obvious that the telephone was changing the way companies
In general, people are busy. They don’t want to be both-
ered by others trying to sell them products or services that
aren’t needed. A successful telemarketer can quickly capture
the attention of the person he or she is calling and prove to that
person that what you’re offering could be beneficial.
The Advisers Act defines an “investment adviser” as any person who, for compensation, engages
in the business of advising others as to the value of securities or as to the advisability of investing
in, purchasing, or selling securities or who, for compensation and as part of a regular business,
issues or promulgates analyses or reports concerning securities. The Advisers Act covers
investment advisers with assets of $25 million or more under management. Investment advisers
with less than $25 million under management are to be regulated by the states.