Confucianism and Traditional Personal Selling
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.
List and discuss the 5-step personal selling
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
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.