KENT STATE UNIVERSITY
Personal Selling & Sales Management 45046
Monday/Wednesday 9:15-10:30am, BSA206
Instructor: Dr. William P. Howell Office: BSA 512, Ext. #21257
By the end of the semester you will understand the personal
Chapter 6 Class Notes
Contents of Chapter 6 Class Notes
What is Consumer Buying Behavior?
Stages of Consumer Buying Behavior?
Types of Consumer Buying Behavior.
Categories That Effect Consumer Buying Behavior.
Chapter 20, Personal Selling and Sales
Management, Class Notes
Scope and Importance of Personal Selling
Nature of Personal Selling
Types of Sales People
Elements of the Personal Selling Process
Prospecting and Evaluating
Chapter 12, Managing The Product, Class Notes
Contents for Class Notes
Product Life Cycle
Different Types of Cycles
Benefits of Branding
Importance of Branding
Types of Brands, Manufacturing,
The Art of Theatre
a) Doing the circle and cross exercise was extremely difficult. I tried multiple different times using
different techniques and I was unable to correctly complete this exercise.
b) I think we did this exercise to test ho