Personal selling is one of the primary topics of Chapter 15. Here are a couple of videos that you can use with the chapter and a link to Victor Antonio’s YouTube channel.
Discussion Questions:
- Based on the first video, what are the seven steps in the selling process?
- From the first video, discuss what occurs in each step of the selling process. Apply it to a company selling restaurant supplies to a restaurant.
- Based on the second video, what are the 5 reasons customers do not buy?
- Explain how to overcome the 5 reasons customers don’t buy presented in the second video.
- Go to Victor Antonio’s YouTube channel. Describe the types of videos available on his channel. Why would he post all of these videos on YouTube?
- Pick one of the videos on Victor Antonio’s YouTube channel. Summarize the message in the video. If you were a salesperson calling on floral shops (1st video), how could you use this information?
