Commercial Applications
Answer
The five features of personal selling are:
Personal — Personal selling involves direct, personal or face-to-face contact between the seller (or his representative) and the buyer.
Selective — It involves contact with a limited number of selected persons.
Oral — Personal selling makes use of spoken words or oral messages. It is not done in writing.
Long Lasting Relationship — The purpose of personal selling is not just to make sales but to win a permanent customer. It seeks to develop a close and lasting relationship between the buyer and the seller.
Flexibility — Personal selling is flexible as the salesman can tailor his sales presentation to fit the needs, motives and behaviour of individual customers. He can clarify doubts and objections raised by customers on the spot.
Mutual Benefit — Personal selling is a two-way process. It results in benefits to both the buyer (satisfaction of needs) and the seller (higher sales and profits).
Related Questions
Explain the first five steps in personal selling.
Explain any two methods of selling.
OR
What do you mean by the term sales? Explain any two methods of selling.
What do you mean by personal selling? Explain any three features of selling.
OR
What qualities are required to be a good salesman? (Explain any five)
Salesmanship consists of winning the buyer's confidence for seller's goods and thereby winning a regular and permanent customer. With reference to this, describe the qualities of a good salesman.