BUS 114 Introduction to Marketing
Chapter 17 Team Activity
Personal Selling and Sales Management
Personal selling involves the two-way flow of communication between a buyer and
seller designed to influence a person’s/group’s purchase decision. Salespeople are the
“face” of their company to buyers and play a central role in tailoring solutions to
customer problems as a means to customer value creation.
Please work on adding personal selling activities to your marketing plan. To do so,
please:
1. Identify the likely prospects for your product or service.
2. Determine what information you should obtain about the prospect.
3. Describe how you would approach the prospect.
4. Experiment with a presentation you would make to the prospect for your product
or service.
5. Develop a sales plan, focusing on the organizational structure you would use for
your salesforce (geography, product or customer).
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