This document discusses personal selling and sales management. It defines personal selling as oral conversations between salespeople and customers, either by phone or in-person. It outlines five major personal selling strategies and the steps in the sales process, from prospecting to closing the sale and following up. It also discusses the functions of sales management, including staffing, planning, and evaluation, and outlines the typical contents and roles of a sales plan for preparing forecasts, budgets, and quotas.