The Promotions Mix: Personal Selling

Today’s topic: Let’s talk about the promotions mix: Personal Selling

Personal selling, or face-to-face selling is particularly important in business-to-business marketing.  You, as the salesperson give an oral presentation to a client, customizing your presentation to their business needs.

The advantage of personal selling is that you have a chance to directly address customer objections and close the sale more quickly. The disadvantage is that it is very costly to do a face to face presentation. This is where your opportunity costs are accumulated: the time you spend preparing and delivering your personal sales call is time you could have spent doing other things.   Time is money, after all.