1-Define personal selling.
2-Explain the roles of personal selling.
3-List the three categories of personal selling.
4-Describe five major personal selling strategies.
5-Explain the steps in the sales process.
6-Describe the seven possible strategies for closing sales.
7-Define sales management and explain its functions.
8-Describe the characteristics of the successful salesperson.
9-Describe the contents and role of the sales plan.
10-Explain the four characteristics of personal selling in the hospitality and travel industry.
Roles of Personal Selling
1-Identifying decision makers, decision processes, and qualified buyers.
2-Promoting to corporate, travel trade, and other groups.
3-Generating increased sales at the point of purchase.
4-Providing detailed and up-to-date information to the travel trade.
5-Maintaining a personal relationship with key clients.
6-Gathering information on competitors’ promotions.
