Business StudiesMarketing

In which feature of personal selling does a direct face-to-face dialo…

In which feature of personal selling does a direct face-to-face dialogue take place that involves an interactive relationship between the seller and the buyer?

Answer & explanation

Correct answer: option 2

The correct answer is Option (2) → Personal form

Option (1) Development of relationship — Incorrect. This is the other feature of personal selling. The salesperson builds personal relationships with prospective customers, which may help in making a sale.

Option (2) Personal form — Correct. Personal form means the seller and the buyer meet and talk face to face. Both sides speak and respond, so the relationship is interactive.

Option (3) Direct feedback — Incorrect. This is a merit. Since the talk is face to face, the seller gets the customer’s reaction at once and can adapt the presentation.

Option (4) Flexibility — Incorrect. This is also a merit. The sales presentation can be adjusted to the needs of each customer.

NCERT (2026-27 Edition): “Features of Personal selling
(i) Personal Form: In personal selling a direct face-to-face dialogue takes place that involves an interactive relationship between the seller and the buyer.
(ii) Development of Relationship: Personal selling allows a salesperson to develop personal relationships with the prospective customers, which may become important in making sale.”

“Merits of Personal selling
(i) Flexibility: There is lot of flexibility in personal selling. The sales presentation can be adjusted to fit the specific needs of the individual customers.
(ii) Direct Feedback: As there is direct face-to-face communication in personal selling, it is possible to take a direct feed back from the customer and to adapt the presentation according to the needs of the prospects.”