Sales Management. Week 1. Note: This lecture draws heavily from the content in the textbook: Sales Management (Analysis and Decision Making), 6 th Edition, Ingram et al. Agenda . Getting Started Review of Course Outline Expected Learning Outcomes:
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Note: This lecture draws heavily from the content in the textbook: Sales Management (Analysis and Decision Making), 6th Edition, Ingram et al.
Personal selling refers to person to person communication with a prospect. It is the process of developing relationships ; discovering customer needs; matching appropriate products with these needs; and communicating benefits through informing, reminding or persuading.
e.g. personal selling is preferred tool in many B2B environments