ABSTRACT
As was described in Chapter 1, professional selling is a component of the promotional mix, which is a part of one of the 4 Ps of marketing. Selling is the most one-to-one, customizable component of the communications a selling firm has with its buyers. There are many degrees of sales jobs, from a retail salesperson, to an inside telephone sales rep, all the way to being an industrial sales rep who spends their time on the road seeing clients around the world. They all have one thing in common: their purpose is the same, namely to communicate with the buyer, help identify the buyer’s needs, help the buyer understand the product and/or services, help complete the transaction, and be available throughout the buyer–seller relationship. The type of selling commonly taught in professional, accredited sales programs is the most professional, advanced, customizable component of these types.
