Personal selling; Personal selling communication process; Peddler and professional salesperson characteristic differences; Skill component needed by a professional salesperson; Fundamentals of sales management; Selling process and stages; The uniqueness of personal selling; Recruitment system; Sales force training; Sales quotas; Sales territory; Sales force management motivation mix; Compensation plan; Evaluation of sales force performance; Categories of personal selling
jobs; Determining sales force size; Developing personal selling strategies.