COMMUNICATING PRODUCT OFFER IN THE PROCESS OF PERSONAL SELLING
Journal Title: Zeszyty Naukowe Wyższej Szkoły Humanitas Zarządzanie - Year 2013, Vol 14, Issue 2
Abstract
This article explains the essence of personal selling as the primary mean of interpersonal communication being an instrument of the integrated promotion mix next to advertising, sales promotion, direct marketing and public relations. Own interpretation of the concept of personal selling is being proposed. The further part of this article characterizes the sales staff members. Personality traits of a good seller have been presented. The study brought closer the importance of managing of sales staff. Article describes the basic functions of management of the sales staff in the enterprise such as planning, organising, motivating and controlling the activity of sellers. The final part of the paper includes a summary.
Authors and Affiliations
Tomasz Trojanowski
Keywords
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- EP ID EP81362
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