Why is informal selling highly suitable for industrial selling?
A) Because informal selling involves retailers or distributors in the process of testing a new product
B) Because informal selling involves no risk for industrial customers, as sales takes place without actually laying out money
C) Because industrial selling is based on clearly identifiable product features, and informal selling results in real purchasing
D) Because informal selling creates a false buying situation and observes what industrial customers do

Question

Quizplus · Accepted Answer

Industrial selling involves selling to businesses rather than individual customers. In this context, informal selling can be highly suitable as it allows the salesperson to engage in conversation and build a relationship with the customer. This can lead to a better understanding of the customer's needs and requirements, which can then be fulfilled through the features of the product being sold. As a result, informal selling can result in real purchasing, making it highly suitable for industrial selling.

Why Is Informal Selling Highly Suitable for Industrial Selling