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Unit 2: Personal Selling

6. Explain the importance of personal selling from the point of view of manufacturers. Notes
7. Describe the importance of personal selling from the view of customers.
8. Discuss the diversity of selling situations.
9. ‘A salesman need not possess any quality if the product is good’. Do you agree with the
statement? Give reason.
10. State the physical and mental qualities of sales persons engaged in personal selling.
11. Do you think that to be a successful salesperson only personal and mental qualities are
sufficient? Give reasons in support of your answer.

Answers: Self Assessment

1. Customers 2. To promote sell of products.
3. Face to face 4. Educative
5. True 6. False

7. False 8. False
9. False 10. False
11. True 12. False

13. False 14. False
2.12 Further Readings

Books Caballero, M.J., Dickinson, R.A., Town Send D, (1984), ‘Aristotle and Personal
Selling’, Journal of Personal Selling and Sales Management, 4, 13-27.
Ingram T.N., LaForge, R.W., Avila, R.A., (2006), Sales Management, 6th Edition,
USA; Thomson South-Western.
Johnston and Marshall, Sales Force Management, Tata McGraw Hill, 2007.
Matin Khan, Sales and Distribution Management, Excel Books, New Delhi.

Online link ezinearticles.com/? Successful-Sales-Promotions-
www.workoninternet.com/article_27484.html
www.direct-marketing-association-india.org/ -

www.direct-marketing.net/
www.knowthis.com › Marketing Tutorials › Personal Selling
marketingteacher.com/lesson-store/lesson-personal-selling.html
tutor2u.net/business/marketing/promotion_personalselling.asp

www.marketingpower.com/Community/ARC/.../PersonalSelling.aspx
www.learnmarketing.net/promotionexpanded.htm

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