chapter 17- personal selling and sales management Burberry uses personal selling a lot in their company. The sales person has to get a customer to buy a product that is very expensive in relating to other stores. Chapter 17: Personal Selling and Sales Management Tesla uses Personal Selling a lot in there company. The company has to get the customer to buy their cars, even though they are less expensive eco- friendly cars out there. Study 31 MKTG Quiz 4 (Chapter 17: Personal Selling & Sales Management) flashcards from Sheila W. on StudyBlue. MKTG Quiz 4 (Chapter 17: Personal Selling & Sales Management) - Marketing 3001 with Upton at University of Minnesota - Twin Cities - StudyBlue Chapter 17: Personal Selling and Sales Management The secret behind Tesla's phenomenal sales strategy: Tesla's sales tactics are ultra modern, fast, digital and ultimately causing shock waves because they level the playing field by putting the buyer firmly in the driving seat. Study 13 Chapter 17: Personal Selling & Sales Management flashcards from Michael H. on StudyBlue. Chapter 17: Personal Selling & Sales Management - Marketing 320 with Sneath at University of South Alabama - StudyBlue Sales Force Management David Jobber is an internationally recognised marketing academic and is Professor of Marketing at the University of Bradford School of Management. Before joining the faculty at the School of Management, he worked in sales and marketing for the TI Group and was Senior Lecturer in Marketing at Huddersfield chap. 17 personal selling and sales management After meeting face-to-face, businesses use people ( the "sales force" ) to sell the product, This technique is called PERSONAL SELLING. The sellers promote the product through their attitude, appearance and specialist product knowledge. Chapter 20, Personal Selling and Sales Management, Class Notes this is a key advantage of personal selling vs. advertising. Sales person asks questions first, then makes the presentation accordingly. Go to Chapter 15 Notes Go to Chapter 17 Notes Go to Chapter 18 Notes Chapter 17: Personal Selling and Sales Management Personal Selling the two-way flow of communication between a buyer and seller, often in a face-to-face encounter, designed to influence a person's or group's purchase decision 1. Personal selling becomes a more important promotional tool as product value and complexity and increase. a. True b. False ANSWER: True RATIONALE: Generally speaking, personal selling becomes more important as the number of potential customers decreases, as the complexity of the product increases, and as the value of the product grows. Chapter 17: Personal Selling and Sales Management Sony has dominated in sales with over 5 million units sold. Their strategy was simple create a system that innovates for years to come. Chapter 17: Personal Selling and Sales Management. Personal selling provide an advantage to their customers in general whether is in the car manufacture industry or not. But talking about Volkswagen and the car manufacture industry personal selling and sales management is something that is essential for the success of the company and the Chapter 17: Personal Selling and Sales Management. Personal selling provide an advantage to their customers in general whether is in the car manufacture industry or not. But talking about Volkswagen and the car manufacture in