Organizations that sell to small business-to-business markets and those that use only a few wholesalers to market their products will probably focus on ____ as their promotional tool.

Question

Quizplus · Accepted Answer

Personal selling is the most effective promotional tool for small business-to-business markets as it involves face-to-face communication which allows the salesperson to understand the needs and requirements of the customer and tailor their pitch accordingly. Similarly, when an organization uses only a few wholesalers, personal selling becomes an effective tool as the sales reps can work closely with the wholesalers to understand customer needs and preferences. Advertising, publicity, sales promotion, and trade shows are more useful for larger markets and distribution channels.

Organizations That Sell to Small Business-To-Business Markets and Those That