Entrepreneurship and Small Business Management

Section 1: Organizing and Preparing a Sales Force

Section 13.1 Summary
For many businesses, personal selling is the backbone of their marketing mix. Businesses use salespeople to help a customer make a buying decision. Sales are classified into two groups: order getting and order taking. Effective sales people have common traits such as organization, punctuality, and follow-through. Salespeople must be trained. They need to know the company's products, customers, and selling mechanics. There are ten steps in the complete selling process. Knowledge of order forms and proposals, cash registers, sales checks, and sales taxes is often necessary near the end of a sale.

Section 13.1 Reading Organizer
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