The pandemic that hit the world in 2020 has brought about many changes around the world. This has led to numerous changes in the world of business and new trends have emerged in the world of sales. Artificial intelligence became more prominent, the impact of videos increased and automation of sales processes became the order of the day.

Introduction to personal selling

Introduction

Personal selling defined

The step-by-step selling cycle

Summary

References

The customer and the buying process

Introduction

Establishing the needs of customers

Factors that influence buying behaviour

Buying is a choice decision

Summary

References

Communication

Introduction

The communication model

Verbal communication

Non-verbal communication

Written communication

Adaptive selling: The four communication styles

Barriers to effective communication and ways to overcome them

Summary

References

Further reading