(a) What is personal selling? (b) Explain five ways in which personal selling is important to firm.
Explanation
(a) Personal selling is a direct, face to face method of communication with the consumer. The personnel of the firm comes into contact with the customer. (b) Importance of personal selling includes: (i) It affords opportunity to respond to questions and handle objections promptly. (ii) It allows the sales person to foresee a customer's particular needs and problems. (iii) It is flexible to operate. (iv) There is immediate feedback from the customers. (v) It is a good method of sale when introducing a new product. (vi) It is an important public relations tool utilized to project their image. (vii) Modification is possible to suit the need of the buyer.