The document discusses the key aspects and processes involved in personal selling. It begins by outlining the purposes of personal selling such as introducing innovations, conveying information, and solving customer problems. It then discusses the personal selling process which involves pretransactional, transactional, and posttransactional phases including prospecting, qualifying prospects, precall planning, approaches, needs discovery, presentations, handling objections, closing, and follow-up. It also outlines different personal selling approaches such as stimulus-response selling, need satisfaction selling, and problem-solving selling.

1. Personal Selling

6. PERSONAL SELLING IS CUSTOMER ORIENTED SELLING “ Consultative Selling” “ Adaptive Selling”