Which role of personal selling to businessmen helps business persons…

Which role of personal selling to businessmen helps business persons in adopting their offer in varying purchase situations?

Answer & explanation

Correct answer: option 1

The correct answer is Option (1) → Flexible tool

Option (1) Flexible tool — Correct. Personal selling is more flexible than advertising and sales promotion. A salesperson can change the offer to suit each buying situation.

Option (2) Effective promotional tool — Incorrect. As an effective promotional tool, personal selling influences prospects about the merits of a product and so increases its sale.

Option (3) Consumer attention — Incorrect. Consumer attention means the salesperson can notice when a buyer is losing interest and act on it to complete the sale.

Option (4) Lasting relationship — Incorrect. Lasting relationship means a long bond between salespersons and customers, which helps the business reach its objectives.

NCERT (2026-27 Edition): “Importance to Businessmen Personal selling is a powerful tool for creating demand for a firm’s products and increasing their sale. The importance of personal selling to a business organisation may be described as follows:
(i) Effective Promotional Tool: Personal selling is very effective promotional tool, which helps in influencing the prospects about the merits of a product and thereby increasing its sale.
(ii) Flexible Tool: Personal selling is more flexible than other tools of promotion such as advertising and sales promotion. It helps business persons in adopting their offer in varying purchase situations.
(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.”