Marketing : Personal Selling and Sales

In the right hands, personal selling can be uniquely powerful and influential. Personal selling refers to the practice of using people - or the sales force - to sell products or services to customers on a person-to-person basis. Typically, it is the quality and appeal of the product/service combined with the way it is marketed that determines its success or otherwise. With personal selling, additional attributes like attitude, personal appearance, specialist product knowledge and the ability to establish rapport also factor in. For obvious reasons, the addition of the ‘personal touch’ can make an incredible difference in a sales and marketing environment.

Discover what it means to master the art of personal selling with this professional tutorial. Explore the role and importance of personal selling as part of a wider marketing mix, along with a series of important selling theories. Study a breakdown of the personal selling process, the qualities and character traits of effective salespersons and the unique benefits of successful personal selling.