Importance of personal selling

This study makes several significant contributions. First, we contribute to the social capital literature by identifying adaptive selling as a positive outcome of frontline employees’ social capital. Second, we complement the extant literature on adaptive selling by suggesting social capital as one of its important antecedents.

15p viengfa 28-10-2024 10 2   Download

In this chapter you will understand the importance and nature of personal selling. Know the three basic sales tasks and what the various kinds of salespeople are expected to do. Know what the sales manager must do including selecting, training, and organizing salespeople to carry out the personal selling job. Understand how the right compensation plan can help motivate and control salespeople.

9p allbymyself_06 26-01-2016 57 5   Download

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 customer feedback

62p hoangvietmk07071990 08-10-2010 231 82   Download