Does your marketing plan involve a personal selling activity? If the answer is “no,” read no further and do not include a personal selling element in your plan. If the answer is “yes”:

1 Identify the likely prospects for your product or service.

2 Determine what information you should obtain about the prospect.

3 Describe how you would approach the prospect.

4 Outline the presentation you would make to the prospect for your product or service.

5 Develop a sales plan, focusing on the organizational structure you would use for your salesforce

(geographic, product, or customer).