then form the basis for personal selling in order to increase the sales and ultimately the performance of the outlet. The objective of the study was to establish the influence of personal selling strategies and performance of pharmaceutical firms in Nairobi, Kenya. The study used descriptive cross sectional survey research design.
10 Mar 2015 for future research. 8 Journal of Personal Selling & Sales Management. 2 Feb 2019 product. IJRDO - Journal of Business Management. ISSN: 2455-6661. Volume-5 | Issue-1 | All journal articles featured in Journal of Personal Selling & Sales Management vol 40 issue 1. Journal of Personal Selling & Sales Management Accounting for the Impact of Territory Characteristics on Sales Performance: Relative Efficiency as a Measure of 22 Sep 2016 International Journal of Marketing Studies; Vol. 8, No. 5; 2016 reach the target consumers through the process of personal selling. The process of http:// elibrary.mediu.edu.my/books/2014/MEDIU5953.pdf. Anyadighibe This Journal of Personal Selling and Sales Management article reprint is made available to members of the Sales Management Association by special
What is direct selling?--Definition, perspectives, and research agenda Peterson, Robert A; Wotruba, Thomas R The Journal of Personal Selling & Sales Management; Fall 1996; 16, 4; ABI/INFORM Global pg. 1 Personal Selling: Building Customer Relationships and ... Did you know nearly twenty percent of all college graduates, regardless of major, will start their careers in professional sales? Now is an especially exciting and challenging time to study professional selling. Personal Selling: Building Customer Relationships and Partnerships uses a pragmatic, up-to-date, realistic, upbeat, and professional approach to the study of personal PERSONAL SELLING QUALITY IN A SALES ENCOUNTER Therefore, personal selling quality has to be explored, instead of focusing only on sales outcomes, management perspectives, salespeople’s self-assessment, or service quality. This study extends the current knowledge of personal selling quality by addressing these … A review of the interactive marketing literature in the ... Oct 07, 2014 · – The purpose of this 16-year review is to summarize interactive marketing literature in the context of personal selling and sales management. This paper serves as precursor to the Special Issue on the Convergence of Interactive Marketing and Personal Selling and Sales Management to be published by the Journal of Research in Interactive Marketing.
PERSONAL SELLING AND SALES MANAGEMENT PP21-BB Personal Selling • Personal selling involvesa two-way flow of communication between a buyer and seller, often in a face-to-face encounter, designed to influence a person’s or group’s purchase decision. • With advances in telecommunications, however, personal selling takes place overthe telephone, through video teleconfer- encing Personal Selling | Principles of Marketing Personal Selling: People Power. Personal selling uses in-person interaction to sell products and services. This type of communication is carried out by sales representatives, who are the personal connection between a buyer and a company or a company’s products or services. Personal selling and sales management: A relationship ...
(PDF) The Changing Environment of Selling and Sales Management The Changing Environment of Selling and Sales Management Article (PDF Available) in Journal of Personal Selling and Sales Management 25(2):105-111 · September 2013 with 3,871 Reads The Personal Selling and Sales Management ... - SpringerLink Feb 01, 2012 · Research into ethics in personal selling and sales management has increased substantially over the preceding decade by investigating complex dimensions of ethical decision-making in greater depth and with more analytical sophistication. This review of the recent conceptual and empirical literature provides insight into the extent and the direction of this knowledge, recommends … Personal Selling and Relationships Personal Selling and Relationships - A Review and Explorative Essay Lars Bäckström 2002), and study B, three journal articles developed since 2002. Study A deals with industrial selling in the form of selling activities, sales processes, and sales roles. The outcome of study A, together with relevant literature, forms the basis for Effects of Personal Selling on Sales: A Case of Women ...
Process of personal selling - SlideShare
