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Personal Selling

Personal Selling

Wk 5 Discussion 1 – Personal Selling

Refer to this week’s learning materials. They are intended to help you engage effectively in this discussion.

Due Thursday

Write a 250- to 300-word response to the following:

Explain the concept of personal selling.

Predict the importance of this strategy over the next 3 to 5 years.

Wk 5 Discussion 2 – Distribution Strategy

Post a total of 2 substantive responses over 2 separate days for full participation. This includes your initial post due Saturday and 1 reply to classmates or your faculty member by Monday.

Refer to this week’s learning materials. They are intended to help you engage effectively in this discussion.

Due Saturday

Write a 250- to 300-word response to the following:

Explain the marketing mix.

Describe two important variables to consider when planning distribution as part of the overall market matrix.

Support your ideas with two examples from your professional practice or doctoral research.

Wk 5 – Summative Assessment: Ethics and Social Responsibility in Marketing

Exam Content

Marketing professionals should follow ethical standards and adhere to socially responsible marketing practices that are acceptable in the industry and endorsed by the American Marketing Association, legal and regulatory bodies, private interest groups, competitors, and the company itself. Some companies go above and beyond the economic, legal, and ethical dimensions of social responsibility and practice philanthropy (promoting human welfare and goodwill for society).

Write a 1,050- to 1,400-word ethics and social responsibility statement in which you describe ethical and socially responsible practices regarding issues in the following areas:

Product planning


Promotion and sales

Distribution and supply chain management


Note: For each of the criteria listed above you should create 3 to 5 specific ethical and/or socially responsible practices. Refer to the Marketing Plan Guidelines throughout the course for specific details.

Sample Response

Ethical and Socially Responsible Issues in Planning Products or Services

Safety – The product should be safe for customers to use and operate. To ensure that the product is safe for customers to use and operate, an instruction manual will be provided that explains how to use the product safely. This instruction manual will be written in simple, concise language and will be included within the product’s packaging for easy reference.

A Preface to Marketing Management, Ch. 9

Read Ch. 9, “Personal Selling, Relationship Building, and Sales Management.”

A Preface to Marketing Management, Ch. 10

Read Ch. 10, “Distribution Strategy.”

Wk 5 University Library Resources

Read the selected articles from the University Library.

Personal Selling and Distribution

Anderson, R. E., Cohen, A. H., Christ, P. F., Mehta, R., & Dubinsky, A. J. (2020). Provenance, evolution, and transition of personal selling and sales management to strategic marketing channel management. Journal of Marketing Channels, 26(1), 28.

Habel, J., Alavi, S., & Linsenmayer, K. (2021). From personal to online selling: How relational selling shapes salespeople’s promotion of e-commerce channels. Journal of Business Research, 132, 373-382.

O’Donnell, E., & Marsh, L. (2022). The impact of compensation structure on salesperson perceptions and behaviors: Insights from the sales literature. Compensation & Benefits Review, 54(1), 3-11.

Paesbrugghe, B., Sharma, A., Rangarajan, D., & Syam, N. (2018). Personal selling and the purchasing function: Where do we go from here? Journal of Personal Selling & Sales Management, 38(1), 123-143.

Rayburn, S., Badrinarayanan, V., …, & Gupta, A. (2021). Continuous techno-training and business-to-business salesperson success: How boosting techno-efficacy enhances sales effort and performance. Journal of Business Research, 133, 66-78.

Wiseman, P., Ahearne, M., Hall, Z., &Tirunillai, S. (2022). Onboarding salespeople: Socialization approaches. Journal of Marketing, 1.

Answer preview to Personal Selling

Personal Selling


318 words

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