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Ch. 18 Personal Selling
Personal selling is the face-to-face presentation of a product/service or an idea to a potential customer by a representative of the company or organization.
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Process of Personal Selling
Attaining Knowledge
Prospecting
Pre-approach
Approach
Sales Presentation
Follow-up
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Personal Selling vs. Other Marketing Communication Tools
Qs: As marketing communication tools, what are the differences b/t personal selling and others (i.e., Advertising, Sales Promotion, Direct Marketing, and PR/Publicity)?
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Pros and Cons of Personal Selling
Pros:
Cons:
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Combining Personal Selling with Other Promotional Tools
Combining Personal Selling and Advertising
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Combining Personal Selling with Other Promotional Tools (cont.)
Combining Personal Selling and Public Relations
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Combining Personal Selling with Other Promotional Tools (cont.)
Combining Personal Selling and Direct Marketing
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Combining Personal Selling with Other Promotional Tools (cont.)
Combining Personal Selling and Sales Promotions