Personal Selling and Sales Management

1-Define personal selling.

2-Explain the roles of personal selling.

3-List the three categories of personal selling.

4-Describe five major personal selling strategies.

5-Explain the steps in the sales process.

6-Describe the seven possible strategies for closing sales.

7-Define sales management and explain its functions.

8-Describe the characteristics of the successful salesperson.

9-Describe the contents and role of the sales plan.

10-Explain the four characteristics of personal selling in the hospitality and travel industry.

Roles of Personal Selling

1-Identifying decision makers, decision processes, and qualified buyers.

2-Promoting to corporate, travel trade, and other groups.

3-Generating increased sales at the point of purchase.

4-Providing detailed and up-to-date information to the travel trade.

5-Maintaining a personal relationship with key clients.

6-Gathering information on competitors’ promotions.