L20 Personal Selling Flashcards
1
Q
what are the 2 levels of personal selling
A
- individual, as a skill
- organisational, as a function
2
Q
what is personal selling
A
a promotional technique that uses a (sales) person to interact with prospective customers to influence their purchase decision
3
Q
what does the sales-customer relationship rely on
A
- co creating value
- serving clients
- reinforcing the competitive advantage of the firm
-turning challenges into opportunities
4
Q
A
