Ramesh wants to buy a laptop for video editing, but he does not understand terms such as processor speed and graphics memory. A trained salesperson explains these points for different models and guides him, so that he makes a better purchase. Which role of personal selling is shown here?
Answer & explanation
Correct answer: option 4
The correct answer is Option (4) → Expert advice
Option (1) Latest market information — Incorrect. Latest market information is news about price changes, availability, shortages and new products. Ramesh gets guidance on a choice.
Option (2) Flexibility — Incorrect. Flexibility is a merit of personal selling: the sales presentation is adjusted to fit each customer’s needs. Here the salesperson is not changing his presentation; he is guiding a buyer who does not understand technical terms.
Option (3) Direct feedback — Incorrect. Direct feedback is also a merit of personal selling: the salesperson takes the customer’s reaction at once and adapts the presentation. Ramesh gives no reaction that the salesperson acts on; he receives guidance.
Option (4) Expert advice — Correct. Customers get expert advice and guidance in buying goods and services, which helps them make a better purchase. The salesperson explains the technical points to Ramesh and guides him.
NCERT (2026-27 Edition): “Merits of Personal selling “Importance to Customers … (ii) Latest Market Information: Customers get latest market information regarding price changes, product availability and shortages and new product introduction, which help them in taking the purchase decisions in a better way. |