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Personal Selling - Meaning and Benefits

Personal selling is a face-to-face selling technique aimed at convincing customers to purchase products, characterized by its effectiveness and high costs. It facilitates two-way communication, provides personal attention, complements other promotional tools, and allows for immediate feedback. However, it has limitations such as high expenses, labor intensity, and a limited reach compared to mass advertising methods.

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Joy Bhowmick
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3 views2 pages

Personal Selling - Meaning and Benefits

Personal selling is a face-to-face selling technique aimed at convincing customers to purchase products, characterized by its effectiveness and high costs. It facilitates two-way communication, provides personal attention, complements other promotional tools, and allows for immediate feedback. However, it has limitations such as high expenses, labor intensity, and a limited reach compared to mass advertising methods.

Uploaded by

Joy Bhowmick
Copyright
© © All Rights Reserved
We take content rights seriously. If you suspect this is your content, claim it here.
Available Formats
Download as DOCX, PDF, TXT or read online on Scribd
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SIKSHA Srijan Academy Of Technology And Management

SIKSHA SRIJAN ACADEMY OF TECHNOLOGY & MANAGEMENT


Contact : 7449393135/62913555433
BHM 4th Semester
Sales and Distribution

Personal Selling: Meaning and Benefits

Introduction

Personal selling is also known as the act of convincing a customer to buy a


given product or device. It is also considered to be one of the most costly
and effective promotional methods that are ever seen. It is effective as
there is a face-to-face interaction observed between the seller and the
buyer which helps the seller to change their promotional techniques used
as the situation asks for. If you have been wanting to know more about
Personal Selling - Concept, Importance, Advantages, and Limitations then
now you can check out this article through Vedantu to get a detailed view
on personal selling and the concepts that are involved.

Concept of Personal Selling


Personal selling is face-to-face selling where one person who is the
salesman tries to convince the customer to buy a product assigned by the
company. It is a promotional activity by which the salesperson uses his or
her skills and abilities to persuade people to buy the product thereby in
an attempt to make a sale.
Importance of Personal Selling
The following points explain the importance of personal selling:

1. Two-Way Communication:
This is the best tool for personal selling. Salesmen can provide necessary
information to customers about the company's offer, and also can collect
feedback from customers. He can ask if there are any queries about the
product to the salesman present for personal selling.

2. Personal Attention:
Advertising and publicity are among mass communication tools, and thus
personal selling is concentrated and is focused on one individual, this will
result in ineffective results.

Prepared by Joy Bhowmick


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SIKSHA Srijan Academy Of Technology And Management

Television demonstrations are limited; thus, salesmen can provide a


detailed demonstration and can supervise the customer through personal
selling.

3. Complementary to other Promotional Tools:


Personal selling supports advertising, sales promotion, and publicity.
Personal Selling even removes the drawbacks of advertising and its sales
promotion.

4. Immediate Feedback:
This is the only market promotion technique that provides immediate
feedback from the customers.

Advantages of Personal Selling


The Advantages of Personal Selling are as follows -
• This is a two-way communication where the selling agent gets
instant feedback from the prospective buyer about their intention
to buy.

• This is an interactive form of selling, which helps in building trust


with the customer. While selling high-value products like cars, the
customer must trust the product and thus personal selling is
needed.
• Personal Selling is a persuasive form of selling as in this type of
sale the customers come face to face with the salesperson where
it is not easy to dismiss them, there is an effort of the customer to
listen to them.

• Direct selling helps in reaching the audience.

Limitations of Personal Selling


• It is an expensive method of selling that requires high capital costs.
• Also, this method involves many labours as it is a labour-intensive
method as a large sales force is needed to carry out personal
selling successfully.
• The training of the salesperson for personal selling is also a very
timeconsuming and costly process.
• The method can only reach a limited number of people, it does
not provide mass advertisements like TV or Radio ads.

Prepared by Joy Bhowmick

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