Business StudiesMarketing

Sales people link a business firm to its customers by playing three d…

Sales people link a business firm to its customers by playing three different roles.

(A) Persuasive role

(B) Service role

(C) Promotional role

(D) Informative role

(E) Advisory role

Which of the items given above are these three roles?

Choose the correct answer from the options given below:

Answer & explanation

Correct answer: option 4

The correct answer is Option (4) → (A), (B) and (D) only

(A) Persuasive role — Correct. Sales people persuade buyers to purchase. This is one of the three roles that link the firm to its customers.

(B) Service role — Correct. Giving service to customers is the second of these roles.

(C) Promotional role — Incorrect. Personal selling as a whole is a tool of promotion. The roles sales people play in it are persuasive, service and informative; ‘promotional role’ is not one of them.

(D) Informative role — Correct. Giving information to customers is the third role.

(E) Advisory role — Incorrect. Expert advice is a benefit customers get from personal selling. It is not one of the three roles that link the firm to its customers.

NCERT (2026-27 Edition): “Importance to Businessmen … (vi) Personal Rapport: Development of personal rapport with customers increases the competitive strength of a business organisation.
(vii) Role in Introduction Stage: Personal selling plays very important role in the introduction stage of a new product as it helps in persuading customers about the merits of the product.
(viii) Link with Customers: Sales people play three different roles, namely persuasive role, service role and informative role, and thereby link a business firm to its customers.”