Question: 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).