Circumstances under which personal selling is appropriate

Business studies study module
  • When launching a new product in the market which requires a lot of awareness to the prospective customers to enable them make a choice
  • When a product is tailored to meet the customer’s needs, as different consumers have different needs, taste and preferences to be addressed.
  • When demonstration is required on how the product works, especially the technical products
  • When the organization has the capacity to finance the sales force carrying out the personal selling
  • Where the market is concentrated within a given region that can easily be accessible the task force



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