Ruhr-Universität Bochum

Sales & Marketing Department
Universitätsstraße 150
44801 Bochum

Telefon: +49 (02 34) 32 - 26596 Telefax: +49 (02 34) 32 - 14272 E-Mail: smd(at)

Der BdVM ist strategischer Partner des Sales & Marketing Departments.

Persönlicher Verkauf

Personal Selling

Personal selling is of special interest to the Sales & Marketing Department, because it is characterized by direct interaction of the salesman and the costumer. The objective of this face-to-face interaction is the conclusion of contracts as well as acquisition of new costumers and customer-friendly counseling. Achieving these objectives depends on multiple factors like customer and salesman characteristics. The mentioned factors are of special interest for us.

The Sales & Marketing Department has an intensive research interest within the domain of personal selling. Personal selling is identified by the direct interaction of the salesman and the costumer. Direct interaction is both a chance and a challenge for the salesman, because the needs of every costumer have to be met by him or her. The mentioned procedure is also known as adaptive selling. The customized counseling becomes even more important if the products or services are highly knowledge- or technology driven. The requirements on the salesperson within these domains are considered in our research.

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