How does personal selling begin?

• A. By determining client needs and wants.
• B. By setting prices first.
• C. By launching a mass ad campaign.
• D. By selecting distribution channels.

Answer: (A)

Personal selling begins with determining client needs and wants. In a one‑to‑one sales interaction, the salesperson asks questions, listens carefully, and uncovers what the buyer is seeking, the problems they want solved, and the benefits that matter most. This upfront discovery guides how the salesperson presents the product or service, showing how it delivers specific solutions and adds value. When needs are identified first, the conversation stays relevant, builds trust, and makes the offer feel tailored rather than generic.

Setting prices first is more about pricing decisions than starting a sales dialogue, and introducing price too early can derail the conversation. Launching a mass ad campaign targets a broad audience and lacks the personalized interaction needed to uncover individual needs. Selecting distribution channels deals with how the product reaches customers and is a strategic choice that typically comes after understanding the buyer’s specific situation.