Which term describes the approach that uses a salesforce to persuade customers in person?

Which term describes the approach that uses a salesforce to persuade customers in person?

• A. Advertising
• B. Public relations
• C. Personal selling
• D. Merchandising

Answer: (C)

Personal selling is the approach that uses a salesforce to persuade customers in person. It involves a salesperson meeting the customer directly, explaining features and benefits, answering questions, and handling any objections. Because the interaction is two-way, the salesperson can tailor the message to the customer’s needs, demonstrate how the product works, and work toward closing the sale through discussion of terms or add-ons. This face-to-face contact also lets the salesperson pick up on cues from the customer and adapt the approach in real time, which is especially effective for complex or high-value purchases or where building a ongoing relationship matters. Advertising, by contrast, uses non-personal mass communication to inform or persuade a broad audience without individual interaction. Public relations aims to manage the organization’s image and goodwill through media and events rather than direct selling. Merchandising focuses on how products are displayed and promoted in-store to stimulate purchases, without relying on personal persuasion by a salesperson.

Personal selling is the approach that uses a salesforce to persuade customers in person. It involves a salesperson meeting the customer directly, explaining features and benefits, answering questions, and handling any objections. Because the interaction is two-way, the salesperson can tailor the message to the customer’s needs, demonstrate how the product works, and work toward closing the sale through discussion of terms or add-ons. This face-to-face contact also lets the salesperson pick up on cues from the customer and adapt the approach in real time, which is especially effective for complex or high-value purchases or where building a ongoing relationship matters.

Advertising, by contrast, uses non-personal mass communication to inform or persuade a broad audience without individual interaction. Public relations aims to manage the organization’s image and goodwill through media and events rather than direct selling. Merchandising focuses on how products are displayed and promoted in-store to stimulate purchases, without relying on personal persuasion by a salesperson.