When Kraft wants to add a new product to the shelves of the grocery marketplace, it is clear that given the nature of business buying, _______________ is a vital component when trying to influence the decisions of the grocery chains.
A) social media
B) telemarketing
C) personal selling
D) advertising
E) DRTV

Question

Quizplus · Accepted Answer

Personal selling is the most effective way to influence the decisions of grocery chains as it allows Kraft to establish a personal relationship with the decision-makers and have direct communication about the benefits and features of the new product. Social media and advertising may reach a wider audience, but they are not as effective in persuading business buyers as personal selling. Telemarketing and DRTV may also have limited impact in the B2B buying process as they are more commonly used in B2C marketing.

When Kraft Wants to Add a New Product to the Shelves