 Personal selling is one of the basic elements of integrated communications and the promotional mix.  It refers to the direct communication between.

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 Personal selling is one of the basic elements of integrated communications and the promotional mix.  It refers to the direct communication between a seller and the prospective customer.

1. Retail sling of pharmaceuticals from a licensed retail pharmacy 2. Field selling of pharmaceuticals by a sales representative visiting potential prescribers 3. Telemarketing which is mostly used in the consumer goods sector 4. Inside selling by a medical sales representative permanently located within a medical center

 Optimal customer targeting  Optimal message adjustment  Maximum informational content  Mutual flow of information  Optimal evaluation of customer perceptions and needs  Marketing research  Competitive intelligence gathering

 Preceding a sales call (prospecting)  During a call  Following a sales call

 From transaction to relationships  From individuals to teams  From Sales volume to productivity  From Management to leadership  From Local to global

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