MACASADIA, KIER M.

BSBA- 2B

1. Differentiate push and pull strategy.

A push strategy is to push the company’s product onto customers by making

them aware of it, at the point of purchase. On the other hand, pull strategy is to get the
customers to come to you.

2. What is the role of personal selling in the company's overall promotional strategy?

Personal selling happens when companies and business firms send out their
salesmen to use the sale force and sell the products and services by meeting the consumer
face – to – face. The salesmen aim to inform and encourage the customer to buy, or at least
try the product.

3. Is personal selling a necessity? On your opinion, should companies employ personal

selling all the time? Why or why not?

a. It depends on the product and market situation.

b. No, because not every products or services is a good fit for personal selling. Personal
selling is relatively more effective when a product is of a high unit value and when it
requires personal attention to match consumer needs.

4. What are the advantages and disadvantages of personal selling?

Advantages:

 Since it is a two-way communication, the selling agent can get instant feedback from
the customers.

 It helps to build trust with the customer especially when selling high-value products
like cars.

 It is a more persuasive method than advertising, because it is a face to face

interaction.

Disadvantages:

 Expensive method of selling.

 It consume a lot of time and costly process in training the salesperson.

 It can only reach a limited number of people. Unlike advertising that we can easily see
on TV, radios and etc.