Up to this point, we’ve emphasized the importance of getting into the minds of customers in order to market to them effectively. The consumer decision-making process outlines key stages people go through when they make purchasing decisions. Now we’re going to step through the proverbial looking glass to examine that same process from the seller’s point of view. Why is this helpful? For a sale to occur, the buyer needs to move through the decision making process successfully. To Read More
Personal Selling
Advertising acquaints potential customers with a product and thereby makes personal selling easier. Personal selling is a face-to-face sales presentation to a prospective customer. Sales jobs range from salesclerks at clothing stores to engineers with MBAs who design large, complex systems for manufacturers. About 6.5 million people are engaged in personal selling in the United States. Slightly over 45 percent of them are women. The number of people who earn a living from sales is huge Read More