What are the characteristics of personal selling?

Answer 1

1. Feedback - As it is a face to face process the feedback from the clients are directly received by the sales personal.
2. Persuasion - clients or customers can be persuaded to buy the product or the salesman can put interest in them to buy the product.
3. Flexibility - the sales presentation can be adapted according to the situations or clients.
4. Builds relationships - A bond is made between the company and the customer through personal selling. Ie marketing relationship is created between 2 people.
5. Efficient communicative interchange - it is a 2 fold communication where the message is conveyed and the reply is also received back immediately.
6. Dyadic communication - it is dyadic in nature i.e. it is one on one communication.
7. Process - It is a set of activities and not a single activity. The process continues infinitely
8. Mutual benefit - It is a 2 way process, both the buyer and the seller are benefited from this.
9. Supplies of information - the customers are made aware about the company's product. I.e. valuable information is supplied to the customers about the availability of the product, special features, uses etc.
10. Promotes sales - the end objective is achieved thru this .i.e. promotion of sales is achieved.
11. Expensive - recruiting, training, and development of the sales force is an expensive procedure as in PS this factor is very essential. Ie trained salespersons.
12. Assures the buyers - the buyers are assured of future services for the product and so as to influence them on taking the product.

Answer 2

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