Why does personal selling work better than other communication options available to firms selling in the business-to-business market?
A) Personal selling employs more people in the United States than advertising.
B) Salespeople are able to tailor unique messages for each prospective buyer.
C) Firms in the United States have become particularly adept at hiring "born" salespeople.
D) Personal selling is the cheapest form of promotion.
E) Salespeople are proficient in all aspects of new product development.

Question

Quizplus · Accepted Answer

Personal selling allows salespeople to tailor unique messages for each prospective buyer. This is not possible with other communication options such as advertising or direct mail. Personal selling also allows for immediate feedback and the opportunity to build relationships with customers, which can ultimately lead to increased sales and long-term loyalty.

Why Does Personal Selling Work Better Than Other Communication Options