 |  Basic Marketing: A Global Managerial Approach, 10/e Stanley J. Shapiro
Kenneth B. Wong,
Queens School of Business
William D. Perreault,
University of North Carolina
E. Jerome McCarthy,
Michigan State University
Personal Selling
Chapter ObjectivesWhen you finish this chapter, you should:
| Understand the importance and nature of personal selling. |
| | | | Know the three basic sales tasks and what the various kinds of salespeople are expected to do. |
| | | | Know what the sales manager must do — including selecting, training, and organizing salespeople — to carry out the personal selling job. |
| | | | Understand how the right compensation plan can help motivate and control salespeople. |
| | | | Understand when and where to use the three types of sales presentations. |
| | | | Understand the important new terms (shown in the margins). |
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2002 McGraw-Hill Higher Education