| Personal selling | The personal communication of information to persuade somebody to buy something. Alternatively, the direct (face-to-face or over-the-phone) presentation of a product to a prospective customer by a representative of the organization selling it.
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| Inside selling | Situation where the customer comes to the sales person; includes retail stores and telephone order takers.
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| Outside selling | The kind of personal selling group in which sales people go to the customers, making contact by mail, telephone, or face-to-face.
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| Selling center | A group of people representing a sales department as well as other functional areas in a firm (such as finance, production, and research and development) that work cooperatively to achieve a sale. Sometimes called a sales team or team selling.
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| Systems selling | Providing a total package of related goods and services to solve a customer's problem (needs).
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| Global sales teams | A type of personal selling where a team of sales people is responsible for all of its company's sales to an account anywhere in the world.
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| Relationship selling | An attempt by a sales person or organization to develop a deeper, longer-lasting relationship built on trust with key customers-usually larger accounts.
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| Telemarketing | A form of nonstore retailing in which a sales person initiates contact with a shopper and also closes the sale over the telephone.
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| Internet selling | The offering of goods or services to customers over the Internet.
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| Sales force automation (SFA) | Strategy of equipping sales people with laptop computers, cellular phones, fax machines, and pagers to give them access to databases, the Internet, and email to help them manage accounts more effectively.
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| Personal selling process | The logical sequence of prospecting, preapproach, presenting, and postsale services that a salesperson takes in dealing with a prospective buyer.
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| AIDA | A sequence of steps in various forms of promotion, notably personal selling and advertising, consisting of attracting Attention, holding Interest, arousing Desire, and generating buyer Action.
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| Methods of sales-force compensation | The three types of compensation plans are straight salary, straight commission, and a combination plan.
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| Quantitative evaluation bases | In salesforce evaluation, specific, objective criteria for appraising the performance of sales people.
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| Qualitative evaluation bases | In salesforce evaluation, subjective criteria for appraising the performance of sales people.
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