What are the Challenges in personal selling?

Answer 1

The face-to-face intersection between a seller and a buyer is very flexible but the flexibility comes at a cost. Salespersons run huge bills besides their salaries. In industrial marketing ,70 p.c. of the marketing budget is spent on the sales force .This is due to the technical nature of products and the need to maintain close personal relationship between the selling and the buying organization.

A sale on a average takes six visits but good salespersons visit their clients even when they know that the client is not going to buy in the near future .Maintaining relationships with clients between their purchases is as the important as the interaction that takes place when the salesperson is trying to sell. A salesperson learns of the impending purchases of the buyer when the salesperson maintains relationship with him.