MANAGEMENT

Detailed explanation-1: -Personal selling is an essential part of any B2B sales force. It’s a type of person-to-person communication that consists in persuading a customer to buy a product or service by using interpersonal skills.

Detailed explanation-2: -Description: Personal selling is a face-to-face selling technique by which a salesperson uses his or her interpersonal skills to persuade a customer in buying a particular product. The salesperson tries to highlight various features of the product to convince the customer that it will only add value.

Detailed explanation-3: -(ii) Two-way communication: Personal selling is a two-way personalised, verbal communication between a salesperson and the buyer that can visibly capture the moods, emotions, requirements or concerns of the potential buyer and accordingly persuade him/her to make a purchase.

Detailed explanation-4: -Hence, the correct answer is-Personal selling consists of contacting prospective buyers of the product personally.