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10 Advantages of Personal Selling

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10 Advantages of Personal Selling

Less wasteful communication

In personal selling, the salesperson is able to seek out and
pinpoint good prospects for the product. The salesperson can use

the communication efforts only the good prospects. 

Facilitates product demonstration

Personal selling allows the demonstration of the product and other

visuals. Buyers show interests when products are demonstrated in
the actual use conditions in their homes.

Provides two way communication

Personal selling is based on the two way communication process.
The salesperson is able to meet buyer's objection and answer all
questions raised by the buyer on the product, its attributes, uses
and terms and condition of the sale. 

Also read: Objectives of Personal selling in Marketing

Flexibility of message
Personal selling allows the communicator to adapt the message
 according to the situations. 

Persuasion

Personal selling can achieve the highest degree of persuasion. The

salesperson may be able to visit the prospect several times in order to
peruse sales. 
Capitalize on social drives of buyers
The salesperson may develop social relationship with the prospects and
stimulate one of their social drives - ego, fear, love, hate, status and
prestige - and execute the sale. 

Closing the sale

The salesperson can push for an order and close the sale
Perform non selling tasks
Salesperson often perform several tasks other than selling. They can
help the organization to gather credit information, rendering repair
services, handling customer complaints and performing marketing
research. 

Missionary selling
Missionary salesperson normally work for manufacturers. They do
not directly sell products. They visit retail outlets and encourage
them to order products from distributors and wholesalers.
Direct selling
Direct selling involves selling goods and services directly to users.
Direct retail salesperson contact consumers in their homes. Direct

industrial salesperson visit industrial users in their offices and

factories. Direct selling jobs are more challenging than selling
through a store.
 Industrial selling
Industrial selling involves selling capital goods such as
installations and equipment to industrial users. Industrial
salesperson are usually very well educated, experienced, and
trained people. They posses high caliber selling skill needed to sell
very high priced goods such as airplanes and production plants.

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