19  Personal Selling and Sales Promotion

How would you sell the idea of getting a BA to someone just graduation High School?

What’s going on at Whirlpool?

A.  Personal Selling

                What is personal selling and why is it so important?

                What are the Elements of Personal Selling and explain each

                What are the Types of Salespeople and explain what each does.

                How are sales people compensated and what would you hope to make if you sell?

                What is the life of a salesperson like?

B.  Sales Promotion:  What is it and what does it consist of?

                Consumer (Explain Each)

                                Coupons

                                Demonstrations

                                Frequent User Incentives

                                POP

                                Samples

                                Refunds and Rebates

                                Games

                Trade Sales:  Provide some examples

Cases:    Wheelworks and DP