B2B sales glossary
Personal selling is face-to-face or one-to-one selling, where a salesperson communicates directly with a prospect to understand their needs and persuade them to buy.
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Personal selling is one of the elements of the promotion mix, alongside advertising, sales promotion, public relations and direct marketing. It is two-way: the salesperson can adapt the message in real time, answer objections and build a relationship.
It costs more per contact than mass promotion, so it is used where products are complex, expensive or customised.
| Term | In one line |
|---|---|
| Types of Sales | Sales can be classified by who you sell to (B2B, B2C), where you sell (inside, field), how you sell (transactional, consultative, solution) and through whom (direct, channel). |
| Field Sales | Field sales (outside sales) is selling in person — salespeople travel to meet customers at their offices, shops, sites or plants. |
| Sales Consultant | A sales consultant is a salesperson who advises customers on the right product or solution for their needs, rather than simply taking orders. |
| Direct Selling | Direct selling has two meanings: selling products directly to consumers away from a fixed retail location, usually through independent sellers; and, in B2B, a company selling through its own sales team rather than through partners. |
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Direct, one-to-one communication between a salesperson and a prospect — one of the tools of the promotion mix.
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