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 ?
"The Changing Environment of Selling and Sales Management." Journal of Personal Selling and.
The previous section has highlighted the macro level significance of using social media and electronic promoting mix, while subsequent section covers in-depth investigation in the light of contemporary research and empirical studies undertaken on the topics of Internet-based Advertising, Internet-based Personal Selling, Internet-based Sale Promotion and Internet-based Public Relation and Publicity and Internet-based Direct Marketing.
C1 C2 Impact Advertising A1 Personal selling A2 Sales promotion A3 public relations A4 TOTAL Cluster No: ...
(2008), The concept of salesperson replacement value: A sales force turnover management tool, Journal of Personal Selling & Sales Management, 28(3), 211-232.
Confucianism and Traditional Personal Selling in China
Findings also have a logical connection to its applications for the practice of personal selling, which furthers our understanding of the importance of rapport in seller-buyer relationship.
Although not statistically significant, the mean values of the items representing the desirability of a career in personal selling were mostly higher at the end of the semester as compared to the same values at the beginning of the semester.
When I co-started my digital agency, I came from a career that told me that my brand development skills were top notch but I lacked in personal selling. When you get thrown in the ocean with circling sharks and have no floaters or weapons, you learn to swim and fight really fast.
IIHS is distinguishable from other personal selling (also known as door-to-door selling or doorstep selling) in the home due to its reliance on an invitation being sought from the consumer, in a context removed from the home, prior to the actual sales presentation.
Grossman says, "Our growth to this point has conic mostly from referrals, and although that's been great, we realized that we need to increase our efforts in advertising and personal selling."
After receiving a call from Bryant University, FSU faculty member Renee Scapparone encouraged students taking her personal selling course to join her at the event.