Personal sales representatives sell products and services such as real estate, insurance and cars to consumers, as well as office equipment, supplies and resale goods to business buyers. Personal selling includes direct communication with any consumer or business prospect in an effort to make a sale.
Personal selling to consumers takes place through retail and direct-to-consumer channels. In retail, sales representatives interact with customers who come to the business in pursuit of products or services. The rep asks questions, listens to buyer concerns and recommends the right product or service solution. In an electronics store, for instance, a seller promotes goods such as televisions, wireless devices and computers. In a furniture store, the rep promotes couches, chairs and tables.
Business sellers promote products and services used by companies for business purposes. Companies buy various office supplies to operate their day-to-day business. They pay for services such as telecommunications and transportation to facilitate important business activities. Trade sellers include manufacturing sales reps and wholesale reps who sell to businesses that purchase goods for resale. A hospital equipment manufacturer relies on sales reps to sell equipment to medical practices. A food producer needs sales reps to meet with wholesale or retail buyers to convince them to carry his goods.