List the advantages personal selling offers over other forms of promotion.
What will be an ideal response?
| · | Personal selling can be used to provide a detailed explanation or demonstration of the product. This capability is especially needed for complex or new goods or services. |
| · | Salespeople have the freedom to vary the message according to the motivations and interests of each prospect. When prospects raise objections, counterarguments and explanations can be provided by the salesperson. |
| · | Personal selling can be directed only to qualified prospects, whereas other forms of promotion waste coverage. |
| · | Personal selling costs can be controlled easily by adjusting the size of the sales force in one-person increments. Commission plans can also help expenses. |
| · | Personal selling is more effective in closing the sale than other promotional tools. |
Business
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