In terms of personal selling,which of the following statements is TRUE?
A) A business cannot be successful through personally getting to know each individual and coordinating the sales-purchase process
B) Complex buying procedures involving many members of the buying organization require personal selling
C) Multiple personal relationships can strengthen organizational relationships and these relationships are the responsibility of the manager
D) A customer's size and a direct channel do not affect the importance of negotiation
E) Large orders sold directly by the manufacturer to the user increase the likelihood of negotiation because changes can be made in place and promotion

Question

Quizplus · Accepted Answer

Complex buying procedures involving many members of the buying organization require personal selling. Personal selling is important when the buying process involves multiple decision-makers and a high degree of customization, as it allows the salesperson to build personal relationships with customers and provide tailored solutions to their specific needs. A and C are not true as personal selling can play a significant role in building relationships and coordinating the sales-purchase process. D and E are also not true as customer size and channel can affect the negotiation process.

In Terms of Personal Selling,which of the Following Statements Is