Lesson 1 Introduction

In this lesson, we will explore what personal selling is, how it relates to marketing strategy, and what it is like to be a salesperson. You’ll hear about the path to personal selling taken by three different people, and learn what their average day looks like. We will also explore what it takes to be a successful salesperson based upon academic research.

Objectives

After completing this lesson, you should be able to do the following things:

• Describe the role of professional selling in an organization.
• Differentiate how selling is distinct from marketing.
• Explain how salespeople fit in a firm’s overall marketing strategy.
• Identify the attributes, skills, and behaviors of a good salesperson.
• Assess one’s own potential as a salesperson.
• State the benefits of pursuing a career in sales.

Readings

By the end of this lesson, make sure you have completed the readings and activities found in the Lesson 1 Course Schedule.