(a) state five importance of personal selling to a business (b) Explain five reasons why communication is important to a business

Answer Details

(a) Five importance of personal selling to a business

1. Two-way communication: The salesperson interacts directly with the customer, answering questions and clearing doubts on the spot.
2. Persuasion and closing sales: The seller can persuade a hesitant customer and actually close the sale, converting interest into a purchase.
3. Product demonstration: Complex or technical goods can be physically demonstrated so the buyer understands how they work.
4. Building customer relationships: Regular personal contact creates goodwill and encourages repeat buying and customer loyalty.
5. Market feedback: The salesperson gathers first-hand information on customer needs, complaints and competitors, which guides the firm's decisions.

(b) Five reasons why communication is important to a business

1. Coordination of activities: It links the various departments so that their efforts work together towards common goals.
2. Effective decision-making: Managers need accurate information passed to them to make sound decisions.
3. Placing and receiving orders: Buying and selling depend on the exchange of enquiries, orders and confirmations between firms.
4. Motivation of staff: Clear instructions, feedback and encouragement raise the morale and performance of employees.
5. Building good relations: It maintains understanding and goodwill with customers, suppliers and the public, improving the firm's image.