People in Retail:
Personal Selling in the Electronic Age

Main Topics of Study:

  • The nature and characteristics of personal selling: its role in profit enhancement, customer relations and marketing tool.
  • Personal selling in the electronic age.
  • Sales planning and operations.
  • The steps of the sales process.
  • Business to business and business to consumer selling.
  • Negotiation and overcoming objections.
  • Sales Management.