Personal Selling: Tool of the Communication Mix

Personal Selling: Tool of the Communication Mix

Personal selling concerns interpersonal communication and the role is largely one of representation.

Personal selling is a highly potent form of communication simply because messages can be adapted to meet the requirements of both parties, who meet face-to-face, as the communication develops.

Objections can be overcome, information provided in the context of the buyer’s environment and the conviction and power of demonstration can be brought to the buyer when requested.