Types of personal selling

1. Retail Selling
2. Business-to-Business Selling
3. Trade Selling
 Retail Selling:

• In retail selling, the salesperson communicates directly with

individual customers.
• The sales person, selling goods and services from the retail
store, deal with the customers visiting the sorters.
• In door to door selling, the sales person visits door to door to
search potential customers and persuade them to buy the
product.
 Business-to-Business Selling:

• In business-to-business selling, the

salesperson sells products to industrial buyers.
• It involves the sales of equipment, plants &
machineries etc. to the industrial buyer.
• The industrial sales person should be well
trained and good technical knowledge about
the products he/she sells.
 Trade Selling:

• In trade selling, the salesperson sells products

to marketing intermediaries such as retailers
and wholesalers.
• Trade sales person should contact regularly
with the wholesaler and retailers to receive
bulk order from them.
 Personal selling is most useful for a new
product due to following reasons:
• Customer do not easily accept new product and the
personal selling is most important to convince them to
buy the product.
• Many non-personal forms of promotion, such as a radio
advertisement, are inflexible, at least in the short-term,
and cannot be easily adjusted to address audience
questions therefore personal selling is best of collect and
handle customers’ feedback regarding new product.
• Personal selling is the most practical promotional option
for reaching customers who are not easily reached
through other methods.