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)

Personal Selling — Personal selling or salesmanship is the process of assisting and persuading a prospective buyer to buy a product or service in a face-to-face situation. It involves winning the buyer's confidence and creating a regular and permanent customer.

Three Features of Personal Selling —

1. Personal — Personal selling involves direct, personal or face-to-face contact between the seller (or his representative) and the buyer.

2. Oral — Personal selling makes use of spoken words or oral messages. The salesman explains and persuades through speech rather than in writing.

3. Flexibility — Personal selling is flexible as the salesman can tailor the sales presentation to fit the needs, motives and behaviour of individual customers. He can clarify the doubts and objections raised by customers on the spot.

OR — Five Qualities of a Good Salesman —

1. Good Physique — Sound health, good appearance, cheerful disposition, impressive voice and proper dressing.
2. Cheerful — Pleasing manners, smiling face, sociable, friendly, polite and courteous.
3. Sincere — Loyal, dependable, committed, courageous, with a cool temperament.
4. Sensitive — Sensitive to customer needs, a good listener and patient.
5. Knowledgeable — Up-to-date knowledge of firm, product, market, competitors and customers.