A lot of firms have turned to a self-service or online system for selling. In these instances, personal selling is avoided. But that is not always a good idea. Here are just a few instances where personal selling is imperative.

1. Many consumers like shopping for items such as clothing (to try items on and better comparison shop in person).

2. Advanced consumer electronics and major appliances.

3. Items that are not purchased frequently and may be expensive, such as houses, jewelry, and cars.

So, in cases where personal selling is utilized, what steps should be followed?  Here is an infographic on the selling process from HubSpot. [Although some of the following steps are more applicable to outside salespeople, many of them also apply to inside/in-store salespeople.]