(a) What is personal selling? (b) Explain five ways in which personal selling is important...
(a) What is personal selling?
(b) Explain five ways in which personal selling is important to firm.
Explanation
(a) Personal selling is a direct, face to face method of communication with the consumer. The personnel of the firm comes into contact with the customer.
(b) Importance of personal selling includes:
(i) It affords opportunity to respond to questions and handle objections promptly.
(ii) It allows the sales person to foresee a customer's particular needs and problems.
(iii) It is flexible to operate.
(iv) There is immediate feedback from the customers.
(v) It is a good method of sale when introducing a new product.
(vi) It is an important public relations tool utilized to project their image.
(vii) Modification is possible to suit the need of the buyer.