Business StudiesMarketing

In a personal selling situation, there is an opportunity to detect th…

In a personal selling situation, there is an opportunity to detect the loss of consumer attention and interest. This helps a business person in:

Answer & explanation

Correct answer: option 1

The correct answer is Option (1) → successfully completing the sale

Option (1) successfully completing the sale — Correct. Face to face, a salesperson can see when a buyer is losing attention or interest and change the approach in time. This helps in successfully completing the sale.

Option (2) bringing economy in the efforts — Incorrect. Economy in efforts comes from minimum wastage of efforts.

Option (3) adopting the offer in varying purchase situations — Incorrect. Adopting the offer in varying purchase situations is the role of personal selling as a flexible tool.

Option (4) increasing the competitive strength of the organisation — Incorrect. Competitive strength grows from personal rapport with customers.

NCERT (2026-27 Edition): “Importance to Businessmen … (iii) Minimises Wastage of Efforts: Compared with other tools of promotion, the possibility of wastage of efforts in personal selling is minimum. This helps the business persons in bringing economy in their efforts.
(iv) Consumer Attention: There is an opportunity to detect the loss of consumer attention and interest in a personal selling situation. This helps a business person in successfully completing the sale.
(v) Lasting Relationship: Personal selling helps to develop lasting relationship between the sales persons and the customers, which is very important for achieving the objectives of business.
(vi) Personal Rapport: Development of personal rapport with customers increases the competitive strength of a business organisation.”