personal selling


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personal selling

a means of increasing the sales of a firm's product which involves direct contact between the firm's SALES REPRESENTATIVES and prospective customers. Unlike passive means of communicating with buyers such as ADVERTISING, face-to-face meetings with customers facilitate a more proactive approach, with sales representatives being able to explain fully the details of a product, advise and answer customer queries about it, and, where appropriate, demonstrate the workings of the product. See PROMOTIONAL MIX.

personal selling

a means of increasing the sales of a firm's product that involves direct contact between the firm's sales representatives and prospective customers. Unlike ‘passive’ means of communicating with buyers, such as ADVERTISING, face-to-face meetings with customers facilitate a more proactive approach, with sales representatives being able to explain fully the details of a product, advise and answer customer queries about the product, and, where appropriate, demonstrate the workings of the product.
References in periodicals archive ?
Female College Student Interest in a Sales Career: A Comparison, Journal of Personal Selling and Sales Management, (May), 29-34.
Unlike other forms of door-to-door and personal selling, IIHS is characterized by the "invitation" aspect inherent to its process.
Alican Kavas (2003) found that students at a historically Black university held a negative image of personal selling as a career option though few differences between business and non-business majors or between men and women students were identified (p.
For personal selling courses, the case gives students many opportunities to evaluate the seller's techniques used in each stage of the sales process.
1998), "The Quality of Salesperson-Manager Relationships: The Effect of Latitude, Loyalty and Compe-tence", Journal of Personal Selling and Sales Management.
2004; Madsen & Turnbull, 2006); marketing (Easterling & Rudell, 1997; Petkus, 2000; Klink & Athaide, 2004; Barr, 2008a; Barr 2008b), personal selling (Hagenbuch, 2006), and advertising (Lopez & Lee, 2005) courses.
In the life insurance sector organisation structure also plays a significant role in activities related to personal selling, direct mail and trade fairs and exhibitions.
Traditional personal selling skills are advantageous in today's environment, Frost contends.
Retailers use any or all of the promotion tools, from advertising, direct marketing, personal selling, sales promotion, P.
The Media Sales Institute is a ten-day training program developed by Personal Selling Principles (PSP) for graduating college seniors who are interested in a career in media sales.
Researcher has named this factor as personal selling as it includes regular visits of medical representative / manager, rapport of doctors with medical representative, detailing story by medical representative and inputs presented by medical representative during their visits like doctors samples, product literature / updates and coupons for free samples.