Commercial Applications
What is personal selling? Differentiate between personal selling and advertising.
Sales
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Answer
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 is the act of persuading people to purchase goods and services that will provide them lasting satisfaction. It involves winning the buyer's confidence and creating a regular and permanent customer.
Difference between Personal Selling and Advertising —
| S.No. | Basis of Distinction | Advertising | Personal Selling |
|---|---|---|---|
| 1. | Nature | Mass selling method | One-to-one selling method |
| 2. | Contact | Impersonal — no face-to-face contact | Personal — face-to-face contact |
| 3. | Cost | Less costly | More costly |
| 4. | Flexibility | Less flexible | More flexible |
| 5. | Sale | Cannot result in immediate sale | Can result in immediate sale |
| 6. | Customer Satisfaction | Cannot remove doubts of customers | Can remove doubts of customers |
| 7. | Coverage | Wide coverage, reaches a large audience | Narrow coverage, targets specific customers |
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