Chapter Learning Objectives
1.	Discuss the nature and scope of personal selling.
2.	Identify the different types of personal selling.
3.	Explain the stages in the personal selling process.

I. What is personal Selling?

A. Personal selling:

 

B. Primary purposes of personal selling

 

 

C. Best conditions to use personal selling

II. Elements of the personal selling process

A. Prospecting and qualifying

 

B. Approach

1. Pre-approach

2. Approach

 

C. Presentation

1. Demonstration

 

2. Handling objections

 

 

D. Closing

E. Follow-up

Schedule

Home

Syllabus