MANAGEMENT

Detailed explanation-1: -Personal selling involves direct communication between a salesperson and a potential customer. This can occur in person, over email, on the phone, or via video. Personal selling is most commonly used for business-to-business (B2B) selling, although it can also be used in retail and trade selling.

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: -PERSONAL SELLING–direct spoken communication between sellers and potential customers. MASS SELLING–communicating with large numbers of potential customers at the same time.

Detailed explanation-4: -(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-5: -The sellers promote the product through their attitude, appearance and specialist product knowledge. They aim to inform and encourage the customer to buy, or at least trial the product. A good example of personal selling is found in department stores on the perfume and cosmetic counters.