Title: 15 Applied Marketing Knowledge Discussion Questions
Course: Principles of Marketing > Section: Chapter 15

Applied Marketing Knowledge: Discussion Questions

1 .

Consider which of the sales positions you have engaged with in the last month. Would they be inside or outside order takers, order getter, missionary, technical, or a team? In what circumstances did you have this experience?

2 .

Explain in detail what happens in each of the steps in personal selling process.

1. Prospecting and Qualifying
2. Pre-approach
3. Approach
4. Presentation
5. Handling Objections
6. Closing: Asking for the Order
7. Follow-Up

3 .

Partner with a fellow student, and practice the personal selling process. Take turns being the buyer and then the seller.

4 .

Define sales promotion and discuss its importance in the promotion mix.