Module 1 Nature and extent of personal selling


At the end of this module, you will be able to: • define personal selling and explain where it fits into the marketing mix • list the steps in the selling process • discuss the important role of personal selling in marketing • name the sales tasks, supplementary services and non-sales tasks of a salesperson • define job analysis, job description and job specification • list items included in a salesperson’s job description • list the aspects mentioned in the task specification of a salesperson • name the personality traits of a successful salesperson • name the aspects a salesperson must pay attention to in order to create a positive physical image with customers.


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