CBSE 2025, BS Set 1

Question

Explain the following elements of Promotion Mix:

(i) Sales Promotion

(ii) Personal Selling

Edvaya · Accepted Answer

The correct answer is Subjective. **(i) Sales Promotion:**
Sales promotion refers to short-term incentives and activities designed to stimulate immediate purchase by consumers or encourage dealers to stock and sell more. It supplements advertising and personal selling. Examples include: free samples, coupons, discounts, contests, buy-one-get-one offers, loyalty programmes, point-of-purchase displays, and trade discounts. Sales promotion creates urgency and incentivises trial purchases, making it effective for launching new products or clearing existing stock.

**(ii) Personal Selling:**
Personal selling involves face-to-face communication between a salesperson and a prospective buyer with the objective of making a sale. It is a highly personalised form of communication where the salesperson can tailor the message based on the customer's specific needs and objections. Examples include door-to-door salespeople, retail sales staff, and corporate sales representatives. Personal selling is most effective for high-value, complex products where customer education and relationship-building are critical.

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