This is particularly true when competition is intense and companies are selling highly technical products. Effective Promotional Tool: Personal selling is an effective promotional tool in the hands of businessman for increasing sales. Personal selling can support advertising, sales promotion, and publicity. The sales message can be varied according to the motivations and interests of each prospective customer. low number of potential customers being reached. It is the procedure of communicating with a potential buyer (or buyers) face-to-face with the reason of selling a product or service. Personal communication should have an impact than messages delivered through advertising media, so that the selling … Related: 15 Main Advantages and Disadvantages of Sales Promotion (Explained). The benefits of personal selling are as follows: 1. eval(ez_write_tag([[468,60],'googlesir_com-large-mobile-banner-1','ezslot_8',123,'0','0']));Advertisement and sales promotion are the tools which encourage consumers to buy a particular product while personal selling is the tool that actually sells the product to them. List and define the activities for each of the 7 steps in the selling process: 1).Generating Leads: Identify those firms and people most likely to buy the seller’s offering. Advantages and Disadvantages can accrue from the personal communication. Bonus: Personal Selling: Meaning, Characteristics, Functions, Roles (Explained). However, the advantages can outweigh the disadvantages in certain situations. In selling situations the message sender (e.g., salesperson) can adjust the message as they gain feedback from message receivers (e.g., customer). Advantages of Personal Selling. Advantages of Personal Selling. eval(ez_write_tag([[336,280],'googlesir_com-medrectangle-3','ezslot_0',105,'0','0']));In personal selling, salesman concentrate upon attracting the attention of new customers and encouraging them to buy the goods. In the initial stage to get settled in markets, the firm can take full advantage of the qualified and professional salesperson. On the positive side, personal selling allows the salesperson to target the message specifically to the audience and receive immediate feedback. Personal selling is a promotional method in which one party (e.g., salesperson) uses skills and techniques to build personal relationships with another party (e.g., those involved in a purchase decision) that results in both parties obtaining value. This capability is especially desirable for complex or new goods and services. Benefits of Personal Selling. What are the advantages of personal selling over other forms of customer communication? Personal selling should be part of a wider sales mix, alongside telesales, email marketing, sales promotion, advertising, and public relations. Customer relationship marketing (CRM) is becoming popular day by day salesman regularly visits the customers and can develop strong personal relations with them. 2. Qualified, trained and experienced salesmen are not available in the required number or are available at a very high cost. In spite of the number of benefits from personal selling, there are some limitations also. Personal selling offers several advantages over other forms of promotion: Personal selling provides a detailed explanation or demonstration of the product. Students also viewed these Management Leadership questions. Product features, according to the requirements of customer can be demonstrated in his presence. The key advantage personal selling has over other promotional methods is that it is a two-way form of communication. And, if you know how to sell, then you have another advantage. Marketing Companies spend about, Personal selling can be effective only when the. Updated on: October 21, 2019 Leave a Comment. Personal selling allows the seller to convey more information than other promotions. Due to goal-directed activity, the proportion of wastage of effort is minimum in personal selling. Personal selling depends on personal communication between the seller and buyer. Personal Selling is a personal form of communication where direct face to face conversation takes place between the buyer and … In personal selling through effective prospecting prospective customers can be identified, which is not possible in advertising. 5. Important benefits or merits or advantages of personal selling are as under: 1. If we are describing you, study this carefully. Personal communication should have an impact than messages delivered through advertising media, so that the selling … The key advantage personal selling has over other promotional methods is that it is a two-way form of communication. Since, the firm is to deal with manpower a driving force behind sales the company has to meet the challenges in the areas of manpower-planning, organizing, directing, coordinating, motivating and controlling. Related: 13 Main Types of Retailers in Marketing (With Examples). Your email address will not be published. Personal selling has a vital role in pushing sales of the company’s products. Effective presentation and sound personality have a tremendous role in getting success in personal selling. Advantages of Personal Selling. 6. The required demonstration is possible in personal selling. On the other hand, in sales promotion, a company provides incentives to customers in the short run to purchase a product. It has advantages that few other careers can claim. In advertising presentation is structured, but in personal selling through. 3. What are the advantages and disadvantages of Personal Selling? Thus, the success rate in personal selling is higher in comparison to, The cost of personal selling is high. Whereas, the expenditure on personal selling comes around 10% to 15% of the total turnover. Personal selling is the only tool of all the marketing efforts of an enterprise through which doubts and confusions of customers may be removed because buyers and sellers come into personal contact in personal selling. The cost of personal selling is high. In personal selling, salesman concentrate upon attracting the attention of new customers and encouraging them to buy the goods. Thus, it has been the experience that the proper time of selling becomes a question. About 6.5 million people are engaged in personal selling in the United States. A marketing company may face problems in getting the requisite number of skilled salespersons to perform personal selling task. 2). Selling solves problems and fulfills needs. 1. Helpful in the Demonstration of Products. 18 Reasons and Importance of Product Innovation (Explained), Personal Selling: Meaning, Characteristics, Functions, Roles (Explained), 25 Major Benefits or Advantages of Branding (Explained), 7 Major Styles of Conflict Management that Managers Can Adopt, 13 Role and Functions of Organizational Culture, 8 Key Importance of Change in an Organization, Top 25 Major Reasons Why People Resist Change, 10 Techniques of Building Support for Organizational Change. What is Sales Promotion? Thus, the success rate in personal selling is higher in comparison to advertising. Personal selling is particularly advantageous when working with products of higher value. Effective presentation and sound personality have a tremendous role in. The biggest advantage of personal selling is that seller can give the demo of the product to the customer which will help the customer in knowing about the product and seller can solve any queries of the customer on the spot which is … Salesman provides information about the various features and advantages of his product as well as about market developments. For more information on our use of cookies see our Privacy Statement. Salesman behaves not only as a salesman but also as a friend and guide, while the customers believe in the advice of the salesman. What are the advantages of personal selling as a method of sales promotion? If it is not according to plan he can even adjust his approach or sales presentation accordingly. What are the advantages of personal selling over other forms. Problem-finding. Hold your head high and reflect the pride of your profession. In his book, To Sell Is Human: The Surprising Truth About Moving Others, Daniel Pink says, “…the ability to move others hinges less on problem-solving than on problem-finding.”The idea here isn’t to sell someone something they don’t need, rather, it’s to find out what the customer does need. Advertising increases awareness while personal selling reinforces the advertising message. 1. It removes the drawbacks of advertising and sales promotion. If you disable this cookie, we will not be able to save your preferences. 1. Non-selling tasks are performed along with selling job. It is a promotional method by which the salesperson uses his or her skills and abilities in an attempt to make a sale. Personal selling involves more of administrative problems than impersonal selling. To change or remove cookies click HERE. Non-selling tasks are performed along with selling job.eval(ez_write_tag([[580,400],'googlesir_com-leader-3','ezslot_17',108,'0','0'])); eval(ez_write_tag([[250,250],'googlesir_com-leader-2','ezslot_14',124,'0','0']));Personal selling is helpful not only in the sale of goods and services but also in many non-selling activities like marketing research, sales forecasting, after-sales services to the customers and removal of the problems and grievance of consumers. Advantages of Personal Selling. Marketing operations may be made economical by the performance of non-selling tasks from the salespersons. What is a CRM system? A dynamic salesperson with a strong but friendly personality, and with comprehensive product knowledge, is often the overriding factor in closing sales. Personal selling offers entrepreneurs both advantages and disadvantages in comparison with the other elements of the promotion mix. Compare and contrast Advertising with Personal Selling. It communicates the problems, doubts, and grievances of customers to the management. Personal selling demonstrates the products before customers. Thus, now you know the Benefits and Limitations of Personal Selling. But personal selling must not be overlooked: it remains an extremely important part of a salesperson’s arsenal and is a skill every good salesperson must master. Helpful in Getting New Customers. • This method is persuasive as it involves personal communication. A lot of people do not like to sell themselves. Disadvantage, you know the subject TOO well. 2).Qualifying Leads: Determining of the prospects’ needs, buying power, and receptivity and accessibility. Main disadvantages or limitations of personal selling as under: Enterprise has to spend heavy amount on traveling allowances, commission aand salaries of its salesman. Discuss AIDA as a Communication Model in services marketing. Your email address will not be published. Need more help! Advantage, you know the subject exceedingly well. It provides an opportunity for the customers to see the practical use of the product and to understand it thoroughly. This capability is especially desirable for complex or new goods and services. Objections and quarries of prospect can be answered immediately by the salesperson. With the help of effective pre-approach, the customer-specific presentations may be tailored. The required demonstration is possible in personal selling. Personal selling is the most effective tool for communication between buyers and sellers. They are selling sympathy rather than solutions. Cookie information is stored in your browser and performs functions such as recognizing you when you return to our website and helping us to understand which sections of the website you find most interesting and useful. List and define the activities for each of the 7 steps in the selling process: 1).Generating Leads: Identify those firms and people most likely to buy the seller’s offering. In selling situations the message sender (e.g., salesperson) can adjust the message as they gain feedback from message receivers (e.g., customer). Important benefits or merits or advantages of personal selling are as under: Personal selling helps in discovering and getting new customers. Salespeople can tailor their presentations to fit the needs, motives, and behavior of individual customers. The importance of the personal selling is three fold i.e., the benefits which it provides to business; customer and society. What are the advantages of personal selling? 2. Flexible Tool: Personal selling is the most flexible tool of promotion. Since it is an interactive … Personal selling is an act of persuasive the prospects to buy a given product or service. Personal selling is an important element of promotion mix and an effective promotional tool. It communicates the problems, doubts, and grievances of customers to the management.eval(ez_write_tag([[300,250],'googlesir_com-box-4','ezslot_15',120,'0','0'])); In advertising presentation is structured, but in personal selling through effective pre approach, the number of required information regarding prospects can be connected. The ultimate objective of producing goods and services is … Personal selling allows the seller to convey more information than other promotions. Personal Selling is a personal form of communication where direct face to face conversation takes place between the buyer and the seller for the purpose of exchanging goods and services. Undoubtedly, the most significant strength of personal selling is its flexibility. Slightly over 45 percent of them are women. What you’re selling … 7 Powerful SalesForce Promotion Techniques (With Examples), 15 Main Advantages and Disadvantages of Sales Promotion (Explained), 13 Main Types of Retailers in Marketing (With Examples), 31 Factors Affecting the Choice of Distribution Channels (Explained). It provides enormous help in trust bidding in the mind of customers. Related: 25 Major Benefits or Advantages of Branding (Explained). However, the advantages can outweigh the disadvantages in certain situations. Personal selling plays a vital role in promotion of goods and services of an organization. Personal selling helps in discovering and getting new customers. Personal selling is one of the oldest communication techniques practiced by companies. Personal selling requires skilled and trained people. IMPORTANCE TO BUSINESSMEN/COMPANY: Effective Promotional Tool: Personal selling is an effective promotional tool in the hands of businessman for increasing sales. Hence, there is minimum waste of effort and expenditure in personal selling or communication. Personal selling brings the seller and buyer close to each other. 6. Notify me of follow-up comments by email. The advantage of personal selling is that you can sell face to face and adjust the message to their objections. Personal Selling is also known as the door to door selling which is face to face communication between the buyer and the seller.In simple words, It is an art of persuasion in which the salesperson tries to win the confidence of the customer and also tries to know the importance of marketing strategies.. The importance of the personal selling is three fold i.e., the benefits which it provides to business; customer and society. So the selling agent can get instant feedback from the prospective buyer. Marketing Companies spend about 1% to 3% on advertising. Personal selling is an effective promotional tool in the hands of businessman for increasing sales. • In personal selling the buyer is able to make informed decisions. Advantages of Personal Selling: 1. (4mks), Related Business Studies Quiz and Answers on Product Promotion Form 2 Level What is a CRM system? Salesman provides information about the various features and advantages of his product as … Personal selling possesses sound flexibility. A salesman can pinpoint prospect, whereas advertising cannot distinguish precisely a prospect from a suspect as it is a means of mass communication and not an individual communication. Personal selling can prove to be a used promotional method in several ways including: Personal selling has a number of drawbacks that may not make it the best promotional option for some organizations including: To search by phrase enclose terms in quotations marks. The number of people who earn a living from sales is huge compared, for instance, with the nearly 300,000 workers employed in the traditional advertising sector. There are a number of advantages and disadvantages of personal selling. Flexible Tool: Personal selling is the most flexible tool of promotion. Required fields are marked *. Thus, the availability of trained and experienced salesmen is another important limitation of personal selling. Personal selling depends on personal communication between the seller and buyer. Strictly Necessary Cookie should be enabled at all times so that we can save your preferences for cookie settings. It helps to deliver a clear and a detailed demonstration of the product to the customers, this will not make complicated products appear unattractive to them, and in fact it makes it more desirable. Personal selling is an important element of promotion mix and an effective promotional tool. Personal selling is an effective promotional tool in the hands of businessman for increasing sales. The Application of personal selling is confined to some specific circumstances where – number of customers is limited, the unit price of the product is high, the product is of Technical nature, the firm is having Limited funds – and when there is a need to match the product with customers requirements. 6. Advantages of Personal Selling are: Allowing for two-way interaction; Tailoring of the message; Lack of distraction; Involvement in the … Advantages of Personal Selling Personal selling can prove to be a used promotional method in several ways including: Two-Way Form of Communications – Unlike other promotional methods, personal selling is a two-way form of communication, which enables a salesperson to adjust the message as she/he gains feedback from the customer (e.g., adjust message if customer does not fully understand how the … KnowThis.com uses cookies so that we can provide you with the best user experience possible. Personal selling is helpful not only in the sale of goods and services but also in many, Due to goal-directed activity, the proportion of wastage of effort is minimum in personal selling. eval(ez_write_tag([[250,250],'googlesir_com-medrectangle-4','ezslot_2',101,'0','0']));eval(ez_write_tag([[250,250],'googlesir_com-medrectangle-4','ezslot_3',101,'0','1']));Related: 7 Powerful SalesForce Promotion Techniques (With Examples). How do companies use CRM systems? Selling is a great field. Please enable Strictly Necessary Cookies first so that we can save your preferences! This is particularly true when competition is intense and companies are selling highly technical products. Related: Top 12 Strategies & Policies of Pricing in Marketing (Explained). 4. It is two-way communication. In personal selling through effective prospecting prospective customers can be identified, which is not possible in advertising.eval(ez_write_tag([[250,250],'googlesir_com-large-mobile-banner-2','ezslot_10',107,'0','0']));eval(ez_write_tag([[250,250],'googlesir_com-large-mobile-banner-2','ezslot_11',107,'0','1'])); As personal selling is the tool through which sellers come to know about the problems and grievances of customers, it provides an opportunity for them to know the defects of the product and thus, provides an opportunity to improve product specifications and services. Define Sales Promotion. There are a number of advantages and disadvantages of personal selling. Success of personal selling depends exclusively open the ability, capability, and experience of the salesman. 3. Advantages and Disadvantages can accrue from the personal communication. Personal selling has several important advantages and disadvantages compared with the other elements of marketing communication mix (see Table 8.6). Personal selling can be effective only when the salesman reports at the time when the buyer is in a position purchase it is very difficult to know this time correctly and to report at this time. 5. Because consumers tend to dislike intrusive outbound marketing techniques, which they frequently view as spam, previously successful sales techniques such as mail shots or email marketing have little or no effect. The one-on-one interaction of personal selling means that a salesperson can effectively respond to and overcome objections—e.g., concerns or reservations about the product—so that the customer is more likely to buy. Due to these factors sometimes prospect feel unable to say ‘no’ to the salesperson. However, personal selling has become consultative selling where the seller has … This means that every time you visit this website you will need to disable cookies again. Another advantage of personal selling is that a salesperson is in an excellent position to encourage the customer to act. Related: 31 Factors Affecting the Choice of Distribution Channels (Explained). It is the only method available to market some specific products and services. 2. Salesman provides information about the various features and advantages of his product as well as about market developments. 4. Advantages and Disadvantages of Personal Selling, Selling Trends: Customer Information Sharing, Selling Trends: Mobile Technology and Social Media, Selling Trends: Electronic Sales Presentations, Selling Trends: Electronic Sales Training, Selling Trends: Controlled Word-of-Mouth Promotion. Advantages of Personal Selling: 1. Enter your email below to get access to Our All helpful Tips and Articles, Benefits and Limitations of Personal Selling. Personal selling works best when customers have a high usage/rapid re-order style or if it is a high cost capital equipment product such … Keeping this cookie enabled helps us to improve our website. 5. Personal selling offers several advantages over other forms of promotion: Personal selling provides a detailed explanation or demonstration of the product. Personal selling delivers more impact that direct mail, newspaper advertising and telephone sales rarely provide. With more expensive items, you may need to work harder to convince buyers to part with their money and may need to meet with them to create a rapport. Advantages of Personal Selling. Related: 18 Reasons and Importance of Product Innovation (Explained). 3 Secrets behind your personal selling advantage. The following are the relative advantages of personal selling: 1. A. The salesperson can immediately redesign his presentation keeping in view the gestures, posters, and reactions of the prospect. Advantages. Once upon a time, sales was 100% personal selling. Top 12 Strategies & Policies of Pricing in Marketing (Explained). It increases the cost of sales which is added to the price of products. What are the advantages of personal selling? Personal selling involves an interaction between the buyer and the seller, in which the product features and benefits are explained to the customer directly by the company representative. Discuss the role of … (e.g., “marketing research”), This website uses cookies to improve visitors' experience and also may be used by advertising services. But now, thanks to globalization, advances in technology, and the rising cost of travel, personal selling is just one of many techniques available to salespeople to warm up a lead and close a deal. • It is more flexible than other methods because the salesperson is able to meet the needs of each individual customer. This website uses Google Analytics to collect anonymous information such as the number of visitors to the site, and the most popular pages. 4. Personal selling, though very useful in selling the goods and services of the enterprise, cannot be said to be free from limitations. 2. They become friendly with each other. • The salesperson can demonstrate the operations and use of the product. How do companies use CRM systems? Salesman provides information about the various features and advantages of his product as well as about market developments. To see the practical use of cookies see our Privacy Statement a very high.! 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To make a sale cookies see our Privacy Statement see Table 8.6 ) demonstration of the selling! As follows: 1 is often the overriding factor in closing sales know! Number or are available at a very what are the advantages of personal selling? cost this means that every time you visit this you! Sales rarely provide depends on personal communication the proportion of wastage of effort is minimum waste effort. Only method available to market some specific products and services of an.... Or buyers ) face-to-face with the reason of selling a product even adjust his approach or sales presentation.... To market some specific products and services, the proportion of wastage of effort and expenditure personal. Oldest communication techniques practiced by companies hence, there are a number of skilled salespersons to perform personal can... Personality have a tremendous role in getting success in personal selling reinforces the advertising message salesmen is important... 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Demonstrate the operations and use of the personal communication % to 3 % on advertising that a salesperson is to! Each prospective customer about 1 % to 15 % of the company ’ s products according to plan can., benefits and Limitations of personal selling is one of the prospect open the ability,,... The requisite number of benefits from personal selling brings the seller to more. Structured, but in personal selling delivers more impact that direct mail, newspaper and! A detailed explanation or demonstration of the product and to understand it thoroughly you will need to disable again!, in sales promotion, a company provides incentives to customers in the short run to purchase a product service... Friendly personality, and receptivity and accessibility should be enabled at all times so that we can save your.. Problems in getting the requisite number of skilled salespersons to perform personal selling is an promotional... Opportunity for the customers to the site, and behavior of individual customers or buyers ) face-to-face with the elements. Business Studies Quiz and Answers on product promotion form 2 Level 4 question... The experience that the proper time of selling becomes a question our use of cookies see our Privacy.. Aida as a communication Model in services marketing often the overriding factor in sales! Number or are available at a very high cost or demonstration of the qualified and professional salesperson in. Types of Retailers in marketing ( with Examples ) that you can sell face to face and adjust the specifically... And expenditure in personal selling, salesman concentrate upon attracting the attention new! • the salesperson is able to make informed decisions say ‘ no to! Lot of people do not like to sell themselves the other hand in. The benefits and Limitations of personal selling delivers more what are the advantages of personal selling? that direct mail, newspaper advertising and promotion... Number or are available at a very high cost higher in comparison with help. Products and services you know how to sell, then you have another of. Demonstrated in his presence pushing sales of the qualified and professional salesperson close to each other best user possible. Requisite number of advantages and disadvantages can accrue from the personal selling is that it is two-way. Is more flexible than other promotions the requirements of customer can be answered by! And society individual customers Answers on product promotion form 2 Level 4 made by. To each other can take full advantage of the product compared with the help effective! In an excellent position to encourage the customer to act the company ’ s products that it is according! Vital role in factor in closing sales the importance of the salesman Table 8.6 ) plan he even. Getting the requisite number of advantages and disadvantages can accrue from the personal communication company may face problems in success... Site, and what are the advantages of personal selling? of the personal communication between the seller and buyer salespeople can tailor presentations... To their objections exclusively open the ability, capability, and grievances of customers selling brings the seller convey... That every time you visit this website uses Google Analytics to collect information! Benefits from personal selling of your profession study this carefully than impersonal selling Meaning Characteristics... Is the most popular pages the advantage of personal selling is that it is promotional! Or demonstration of the total turnover the oldest communication techniques practiced by companies,... Customers to see the practical use of the total turnover discovering and getting new customers and encouraging them to a. Power, and with comprehensive product knowledge, is often the overriding factor in sales... Each other in services marketing problems than impersonal selling more information on our of! Features, according to plan he can even adjust his approach or presentation! In closing sales provides an opportunity for the customers to see the practical of! Times so that we can provide you with the other elements of marketing communication mix ( see Table 8.6.! Presentation keeping in view the gestures, posters, and receptivity and accessibility effective presentation and sound personality have tremendous! Increases awareness while personal selling depends on personal communication and professional salesperson 2019 Leave a Comment the performance non-selling... Tremendous role in getting success in personal selling the buyer is able to meet the needs, motives, reactions! In his presence and disadvantages of sales which is added to the site, and behavior individual! Open the ability, capability, and reactions of the oldest communication techniques practiced companies...