Why does personal selling work better than other communications options available to firms selling in the business-to-business market?

Question

Quizplus · Accepted Answer

Personal selling allows salespeople to tailor their messages specifically to each individual buyer, making it a more personalized and effective form of communication than other options such as advertising or direct mail. This allows for a greater likelihood of building rapport and establishing long-term relationships with customers. Additionally, salespeople are able to gather feedback and adjust their approach accordingly, further enhancing the effectiveness of personal selling in the B2B market. Other options listed in the answer choices (A, C, D, and E) do not provide a valid explanation for why personal selling is more effective in the B2B market.

Why Does Personal Selling Work Better Than Other Communications Options