Session:15 The Promotion Mix: Personal Selling and Sales Promotion
Applied Marketing Knowledge: Discussion Questions
Principles of Marketing | Leadership Development – Micro-Learning Session
Rice University 2020 | Michael Laverty, Colorado State University Global Chris Littel, North Carolina State University| https://openstax.org/details/books/principles-marketing
1. Consider which of the sales positions you have engaged with in the last month. Would they be inside or outside order takers, order getter, missionary, technical, or a team? In what circumstances did you have this experience?
2. Explain in detail what happens in each of the steps in personal selling process.
- Prospecting and Qualifying
- Pre-approach
- Approach
- Presentation
- Handling Objections
- Closing: Asking for the Order
- Follow-Up
3. Partner with a fellow student, and practice the personal selling process. Take turns being the buyer and then the seller.
4. Define sales promotion and discuss its importance in the promotion mix.