What are two advantages of personal selling over advertising?

• A. Immediate feedback.
• B. Flexibility in communication.
• C. Immediate feedback and flexibility in communication.
• D. Non-personal and not interactive.

Answer: (C)

Two key advantages of personal selling over advertising are immediate feedback and flexibility in communication. Immediate feedback lets the salesperson gauge the buyer’s reactions, address questions, and handle objections right away, adjusting the pitch on the spot to move toward a sale. Flexibility in communication means the salesperson can tailor the message to the specific needs, knowledge level, and situation of the individual customer, using questions, demonstrations, and customized terms to fit what that buyer cares about. Advertising, by contrast, is non-personal and fixed—a one-way message that can’t quickly adapt to a single audience’s response. These two traits together explain why personal selling can be more effective for persuading a particular customer than advertising.