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 ?
Confucianism and Traditional Personal Selling in China
EE frequently occurs in personal selling where physical and emotional depletion occurs along with significant interpersonal contact (Sand and Miyazaki, 2000) and excessive job demands (Zohar, 1997).
001), and (b) the fact that college students are better prepared for a career in personal selling after completing a professional selling course in college (p = .
low social izing industrial buyers, J ournal of Personal Selling and Sales Management,13 (1), 25-33, 1993.
What factors affect their attitudes and interest in personal selling as a career?
Tanner and Shipp (2005) suggest that, in the past, research agendas for personal selling focused primarily on the sales job (and salesperson), while ignoring other important players including the needs of sales management.
They also promoted their programs effectively, using personal selling techniques.
2001): "Contextual influences and the adoption and practice of relationship selling in a business-to-business setting: An exploratory Study", Journal of Personal Selling & Sales Management, 21 (3), pp.
This case was designed for use in undergraduate business communication, marketing, or personal selling courses, particularly courses that address analysis of persuasive appeals and/or personal selling techniques, and development of persuasive communications.
Due to the fact that individuals within this segment of the market may only consider one or a very few options, the applicant inquiry to enrollment conversion rates may be relatively high and may not normally require extensive personal selling efforts by admissions specialists.
The high-cost and poor-reach disadvantages of personal selling are allowing these companies to reduce new hires and even cut back on their existing sales forces (Fombrun et al.