Question

Explain two features of the following:

Personal selling

Explain any five features of personal selling.

Answer 1

1. Personal Form: In personal selling a direct face-to-face dialogue takes place that involves an interactive relationship between the seller and the buyer.
2. Development of Relationship: Personal selling allows a salesperson to develop personal relationships with the prospective customers, which may become important in making sales.

Answer 2

Following are the important features of personal selling:

1. Direct Interaction: Personal selling involves face-to-face communication between salespersons and customers to better understand their needs and offer suitable goods or solutions.
2. Two-way communication: Personal selling involves two-way contact between the salesperson and the consumer, with the salesperson explaining product features and benefits, and the buyer asking questions and clarifying doubts on the spot.
3. Relationship Building: Personal selling aims to establish a deep bond with customers. Building trust and providing reliable service can lead to long-term customer loyalty and repeat business.
4. Persuasion: Persuasion is a key feature of personal selling, when salespeople stress the product’s merits to convince customers to buy.
5. Personalised Expectance: Personal selling allows salespeople to personalise product presentations to specific consumer issues and preferences. Providing customised attention improves sales performance.