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Personal selling can be defined as "the process of person-to-person communication between a salesperson and a prospective customer, in which the former learns about the customer's needs and seeks to satisfy those needs by offering the customer the opportunity to buy something of value, such as a good or service". [1]
The primary elements in the promotional mix are advertising, personal selling, direct marketing and publicity/public relations. Sales promotion uses both media and non-media marketing communications for a predetermined, limited time to increase consumer demand, stimulate market demand or improve product availability.
Sales management is a business discipline which is focused on the practical application of sales techniques and the management of a firm's sales operations.It is an important business function as net sales, through the sale of products and services and resulting profit, drive most commercial business.
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Social marketing is described as having "two parents". The "social parent" uses social science and social policy approaches. The "marketing parent" uses commercial and public sector marketing approaches. [3] Social marketing has started to encompass a broader range of focus in recent years and now goes beyond influencing individual behavior.
As the consumer approaches the actual purchase, they distill the mental list of brands into a set of alternatives that represent realistic purchase options, known as the consideration set. [26] By definition, the consideration set refers to the "small set of brands which a consumer pays close attention to when making a purchase decision". [ 27 ]
Direct selling is a business model that involves a party buying products from a parent organization and selling them directly to customers. It can take the form of either single-level marketing (in which a direct seller makes money purely from sales) and multi-level marketing (in which the direct seller may earn money from both direct sales to customers and by sponsoring new direct sellers and ...
The journal was established in 1980. Topics covered include sales force motivation, compensation, performance and evaluation, buyer-seller-relationships, team selling, account management, effectiveness of selling approaches, and technology in selling.