Factors that increase a firm's emphasis on ________ include purchases that consumers buy infrequently and transactions that require negotiation.

Question

Quizplus · Accepted Answer

The factors listed in the question such as infrequent purchases and transactions requiring negotiation often require more personalized and direct communication between the seller and buyer. This is where personal selling comes in, as it allows for one-on-one interaction and the ability to tailor the sales pitch to the individual customer's needs. Therefore, a firm may increase its emphasis on personal selling in these scenarios.

Factors That Increase a Firm's Emphasis on ________ Include Purchases