32 Lecture - Personal Selling

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32 Lecture

MGT211

Midterm & Final Term Short Notes

Personal Selling

Personal selling is a communication process where a salesperson interacts with potential customers face-to-face, through phone calls, or other digital communication channels, to persuade them to purchase a product or service. Personal selling in


Important Mcq's
Midterm & Finalterm Prepration
Past papers included

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  1. What is personal selling? a) A form of advertising b) A form of promotion c) A form of public relations d) A form of direct mail Answer: b) A form of promotion

  2. What is the primary goal of personal selling? a) To increase brand awareness b) To generate leads c) To persuade customers to buy a product or service d) To build relationships with customers Answer: c) To persuade customers to buy a product or service

  3. What is the difference between personal selling and advertising? a) Personal selling uses paid media, while advertising uses face-to-face communication b) Personal selling uses face-to-face communication, while advertising uses paid media c) Personal selling focuses on building relationships, while advertising focuses on creating brand awareness d) Personal selling is used for simple products, while advertising is used for complex products Answer: b) Personal selling uses face-to-face communication, while advertising uses paid media

  4. Which of the following is an example of personal selling? a) A TV commercial b) A billboard advertisement c) A salesperson offering a product demonstration to a potential customer d) A print ad in a magazine Answer: c) A salesperson offering a product demonstration to a potential customer

  5. Which of the following is a characteristic of effective personal selling? a) Focusing on the features of the product b) Being pushy and aggressive c) Building relationships with customers d) Providing a one-size-fits-all solution to all customers Answer: c) Building relationships with customers

  6. What is the difference between transactional selling and relationship selling? a) Transactional selling focuses on building relationships with customers, while relationship selling focuses on making quick sales b) Transactional selling is used for simple products, while relationship selling is used for complex products c) Transactional selling is focused on making quick sales, while relationship selling is focused on building long-term customer relationships d) Transactional selling is more expensive than relationship selling Answer: c) Transactional selling is focused on making quick sales, while relationship selling is focused on building long-term customer relationships

  7. Which of the following is an example of a sales force automation tool? a) A CRM system b) A product catalog c) A brochure d) A price list Answer: a) A CRM system

  8. Which of the following is an important step in the personal selling process? a) Identifying potential customers b) Designing advertisements c) Conducting market research d) Building brand awareness Answer: a) Identifying potential customers

  9. What is consultative selling? a) Focusing on building relationships with customers b) Offering a one-size-fits-all solution to all customers c) Identifying customer needs and providing tailored solutions d) Offering discounts and incentives to customers Answer: c) Identifying customer needs and providing tailored solutions

  10. What is the role of salespeople in the personal selling process? a) To build brand awareness b) To persuade customers to buy a product or service c) To conduct market research d) To design advertisements Answer: b) To persuade customers to buy a product or service



Subjective Short Notes
Midterm & Finalterm Prepration
Past papers included

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  1. What is personal selling? Answer: Personal selling is a sales technique that involves direct interaction between a salesperson and a potential customer to persuade them to purchase a product or service.

  2. What are the objectives of personal selling? Answer: The primary objective of personal selling is to persuade customers to purchase a product or service. Other objectives include building relationships with customers, generating leads, and providing excellent customer service.

  3. What are the benefits of personal selling? Answer: Personal selling offers many benefits, such as building strong relationships with customers, providing tailored solutions to meet their needs, and generating valuable feedback that can be used to improve products or services.

  4. What are the steps in the personal selling process? Answer: The steps in the personal selling process include prospecting, qualifying, presenting, handling objections, closing the sale, and following up with the customer.

  5. What is consultative selling? Answer: Consultative selling is an approach that involves identifying customer needs and providing tailored solutions to meet those needs. It is a customer-focused sales technique that emphasizes building relationships with customers.

  6. What is the role of salespeople in personal selling? Answer: The role of salespeople is to persuade potential customers to purchase a product or service. They achieve this by building relationships with customers, identifying their needs, and providing tailored solutions.

  7. What are the skills required for effective personal selling? Answer: Effective personal selling requires skills such as strong communication skills, active listening skills, product knowledge, empathy, and the ability to build relationships.

  8. What is the difference between transactional selling and relationship selling? Answer: Transactional selling is focused on making quick sales, while relationship selling is focused on building long-term customer relationships. Transactional selling is more transactional, while relationship selling is more consultative.

  9. What are some common sales force automation tools used in personal selling? Answer: Common sales force automation tools used in personal selling include CRM systems, lead management systems, and sales forecasting tools.

  10. What are the challenges faced by salespeople in personal selling? Answer: Salespeople face challenges such as rejection, competition, and the need to continually adapt to changing customer needs and preferences. They must also balance the need to make sales with the need to build strong relationships with customers.

Personal selling is a sales technique that involves direct interaction between a salesperson and a potential customer to persuade them to purchase a product or service. Unlike other forms of advertising and promotion, personal selling is highly customized and tailored to the specific needs and preferences of the customer. This makes it a highly effective method of generating sales, as it allows salespeople to build strong relationships with customers and provide them with tailored solutions that meet their needs. The personal selling process typically consists of several steps, including prospecting, qualifying, presenting, handling objections, closing the sale, and following up with the customer. During the prospecting phase, salespeople identify potential customers who may be interested in their product or service. Once they have identified potential customers, they then qualify them to determine if they are a good fit for the product or service. During the presenting phase, salespeople present the product or service to the customer, highlighting its features and benefits. They then handle any objections or concerns the customer may have and work to address them in a way that is satisfactory to the customer. If the customer is interested in purchasing the product or service, the salesperson then closes the sale and follows up with the customer to ensure their satisfaction. Effective personal selling requires a range of skills, including strong communication skills, active listening skills, product knowledge, empathy, and the ability to build relationships. Salespeople must also be able to adapt to changing customer needs and preferences, and balance the need to make sales with the need to build long-term customer relationships. Common sales force automation tools used in personal selling include CRM systems, lead management systems, and sales forecasting tools. These tools can help salespeople manage their interactions with customers, track their progress, and analyze their performance. Overall, personal selling is a highly effective method of generating sales and building strong customer relationships. It requires a range of skills and tools, but with the right approach, it can be a powerful tool for businesses looking to grow and succeed in today's competitive marketplace.

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