Personal selling occurs when a sales representative meets with a potential client for the purpose of transacting a sale. Many sales representatives rely on a sequential sales process that typically includes nine steps. Some sales representatives develop scripts for all or part of the sales process. The sales process can be used in face-to-face encounters and in telemarketing.

Personal selling can be defined as "the process of person-to-person communication between a salesperson and a prospective customer, in which the former learns about the customer's needs and seeks to satisfy those needs by offering the customer the opportunity to buy something of value, such as a good or service". The term may also be used to describe a situation where a company uses a sales force as one of the main ways it communicates with customers.

The earliest forms of exchange involved bartering systems.^{[dubious – discuss]} However, the advent of coinage enabled exchange to occur more efficiently and over much larger distances. The earliest references to selling, involving coin-based exchange, comes from Herodotus who noted that "The Lydians were the first people we know of to use a gold and silver coinage and to introduce the retail trade." This implies that selling and buying, originated in the 7th century BCE, in the area now known as Turkey. From there, selling spread along Mediterranean, and then diffused throughout the civilized world.

The Socratic philosophers expressed some concerns about the new type of selling in around the 4th century BCE. Their commentary was primarily concerned with potential disruption of the more social aspects of selling. Traditional forms of exchange encouraged a social perspective - emphasizing the social bonds that united members of a society. For example, during periods of drought or famine, individuals shared in the plight of their neighbours. However, the advent of this new form of selling encouraged a focus on the individual such that in times of scarcity, sellers raised their prices.

During the Medieval period, trade underwent further changes. Localized trading based on transactional exchange and bartering systems was slowly transformed as transportation improved and new geographic markets were opened. From the 11th century, the Crusades helped to open up new trade routes in the Near East, while the adventurer and merchant, Marco Polo stimulated interest in the far East in the 12th and 13th centuries. Medieval merchants began to trade in exotic goods imported from distant shores including spices, wine, food, furs, fine cloth, notably silk, glass, jewellery and many other luxury goods. As trade between countries or regions grew, trade networks became more complex and different types of sellers filled in the spaces within the network. During the thirteenth century, European businesses became more permanent and were able to maintain sedentary merchants in a home office and a system of agents who operated in different geographic markets. Exchange was often conducted at arm's length, rather than face-to-face.

Local market traders and itinerant peddlers continued to supply basic necessities, but permanent retail shops gradually emerged from the 13th century, especially in the more populous cities. By the 17th century, permanent shops with more regular trading hours were beginning to supplant markets and fairs as the main retail outlet. Provincial shopkeepers were active in almost every English market town. These shopkeepers sold a very broad range of general merchandise, much like a contemporary general store.

Large business houses involved in import and export often offered additional services including finance, bulk-breaking, sorting and risk-taking. In the 17th century, the public began to make mental distinctions between two types of trader; local traders (Dutch: meerseniers) which referred to local merchants including bakers, grocers, sellers of dairy products and stall-holders, and the merchants (Dutch: koopman), which described a new, emergent class of trader who dealt in goods or credit on a large scale. With the rise of a European merchant class, this distinction was necessary to separate the daily trade that the general population understood from the rising ranks of merchants who operated on a world stage and were seen as quite distant from everyday experience.

In 18th century England, large industrial houses, such as Wedgwood, began mass-producing certain goods such as pottery and ceramics and needed a form of mass distribution for their products. Some peddlers were employed by these industrial producers to act as a type of travelling sales representative, calling on retail and wholesale outlets in order to make a sale. In England, these peddlers were known as Manchester men because of the prevalence of the practice in the sale of cotton cloth manufactured in Manchester. Employed by a factory or entrepreneur, they sold goods from shop to shop rather than door to door and were thus operating as a type of wholesaler or distribution intermediary. They were the precursors to the field sales representative.