Intro to Business › Section L · Distribution and promotion › Topic L.6
Personal selling and sales promotion
Advertising makes people aware; personal selling and sales promotion often turn that awareness into a sale. One works through conversation and relationships, the other through short-term incentives, and both can be planned and measured step by step.
In this topic
- Personal selling and its strengths
- Kinds of selling jobs
- The selling process: finding prospects
- The selling process: from approach to follow-up
- Worked example: a sales pipeline
- Sales promotion: what and why
- Consumer sales promotion tools
- Matching promotions to buyers
- Trade sales promotion
- Worked example: does a coupon pay?
- Common mistakes to avoid
- Key takeaways
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