Personal Selling

1. Selling and Salespeople Chapter 1

8. Technologies used by Sales Force

17. Communication Methods

18. Strengths and Weaknesses of Communication Methods M = Moderate, H = High, L = Low Communication Method Control Flexibility Credibility Cost Personal selling M to H H L H Internet website H M to H L M to H Mass media advertising H L L M Publicity L L H L to M Word of Mouth L L H L

32. How Salespeople Spend Their Time Each Week

41. The Sales Job Continuum

43. The Customer is at the Center of the Sales System

44. Major Reasons For Choosing A Sales Career

45. PERSONAL SELLING Definition

46. A Sales Personnel Career Path

48. Average Annual Compensation for Salespeople and Managers Source: 2004 Salary Survey, Sales & Marketing Management, May 2004, p. 29.

51. Success of Selling S S U C C Ssuccess E S S

54. Personal Characteristics Needed to Sell for Building Long-term Relationships

55. The Building Partnerships Model

57. End of Chapter 1

58. Thank you