A bank salesperson meets a retired teacher and a young software engin…

The correct answer is Option (3) → Flexibility

Option (1) Minimum wastage — Incorrect. Minimum wastage means the company decides the target customers before making any contact with them, so little effort is wasted. The case is about changing the talk for each buyer.

Option (2) Development of relationship — Incorrect. Development of relationship is a feature of personal selling: the salesperson builds personal relationships with prospective customers. The case shows a different message for each customer.

Option (3) Flexibility — Correct. Flexibility means the sales presentation can be adjusted to fit the specific needs of each customer. The salesperson stresses monthly income for the retired teacher and tax saving for the young engineer.

Option (4) Personal form — Incorrect. Personal form means a direct face-to-face dialogue between seller and buyer. Both meetings are face to face, but what the case shows is the presentation changing with each buyer’s needs.