“There can be two possible forms of demonstration namely, demonstration in use and demonstration in particular.”
(i) Demonstration in use
Perhaps the most effective form of demonstration is that of demonstration in use. It is that form under which the salesman allows the prospect to try the product. For instance, a ready garment dealer may allow the customer to wear a shirt pant, a sweater and see his reflection in rising mirror enabling him to choose and decide. It may be the case with kitchenware’s. This type of demonstration appeals directly to the motive of possession. It creates an instantaneous impulse to buy. Many casual visitors may be turned to customers with least efforts.
(ii)Demonstration in particular
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Each product has its own set of features, advantages and benefits. Thus, melamine crockery or borosil glass wares are possessing the unique quality of unbreakability. This can be emphasized by dropping, banging or throwing them. In case of watches, he can prove their special attributes of leak-proof, shock-proof, glaze-proof and so on. In case of cloth, its features of color, fastness, crease resistance, unshrinkability and so on. It is he who does it by highlighting the F.A.B. aspects of his products.