Difference Between Advertising and Personal Selling

The main difference between advertising and personal selling is that advertising involves using various media to reach a large audience with a message about the product or service. On the other hand, personal selling involves one-on-one communication between the seller and the potential buyer. 

Advertising and personal selling are two different product or service promotion methods. The difference between the two is the level of personal interaction involved in the communication process. While advertising is a non-personal form of communication, personal selling is a highly personal form of communication that can be tailored to the buyer's specific needs.

Table of Contents (TOC)

• Difference Between Advertising and Personal Selling
• What is Advertising?
• What is Personal Selling?
• Key Difference Between Advertising and Personal Selling

Difference Between Advertising and Personal Selling

For better clarity, let's explore the difference between advertising and personal selling in a tabular format:

What is Advertising?

Advertising refers to the practice of promoting a product, service, or idea to increase sales, brand awareness, or public interest. It is a form of marketing communication that involves creating and disseminating messages through various media channels such as TV, radio, print, online, and social media. 

For example, Coca-Cola's "Share a Coke" campaign is a popular advertising campaign that involves printing people's names on their bottles and cans. This campaign led to a 7% increase in sales in the United States and a 2% increase globally. The campaign also resulted in a 19% increase in the number of people who shared a Coke with someone else, demonstrating its success in increasing brand awareness and engagement.

What is Personal Selling?

Personal selling is a promotional method in which a sales representative interacts with potential customers face-to-face or via electronic means, such as video conferencing or phone calls. 

The main objective of personal selling is to influence the customer's purchase decision by highlighting the benefits and features of the product or service. And address any concerns or objections the customer may have. 

For example, a sales representative for a software company may schedule a virtual meeting with a potential customer to demonstrate the features and benefits of their new software product. During the meeting, the sales representative may address any questions or concerns the customer may have and provide additional information about the software's capabilities. This personalized interaction can help build trust and establish a strong relationship between the customer and the company, ultimately leading to a sale.

Key Difference Between Advertising and Personal Selling

Here are the key differences between advertising and personal selling:

• Advertising is a method of mass communication using mediums like TV, radio, and the internet. In contrast, personal selling involves direct, often face-to-face interaction between a salesperson and a potential customer.
• Personal selling allows a salesperson to address specific customer needs. Meanwhile, advertising communicates a general message to a broad audience and is not customized for individual consumers.
• In advertising, feedback from the audience is not immediate and more challenging to measure. However, feedback is immediate and more apparent in personal selling, allowing salespersons to adjust their approach on the spot.
• Personal selling is more effective for complex and high-value products requiring detailed explanations. On the other hand, advertising is suited for simpler products or broader brand awareness.
• Advertising involves substantial investment in media space and production for a broad market. In contrast, personal selling has costs related to the sales force and targets a niche market, focusing on building long-term customer relationships.