Why Does Personal Selling Work Better Than Other Communication Options

question 39

Multiple Choice

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

• A) Personal selling employs more people in the United States than advertising.
• B) Salespeople are able to tailor unique messages for each prospective buyer.
• C) Firms in the United States have become particularly adept at hiring "born" salespeople.
• D) Personal selling is the cheapest form of promotion.
• E) Salespeople are proficient in all aspects of new product development.

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Definitions:

Problem Solving

The process of identifying a problem, developing possible solutions, and choosing and implementing the most effective solution.

Heifetz

Refers to Ronald Heifetz, a leading scholar in the field of leadership, known for his work on adaptive leadership and the challenges of leading change.

K-12 Education

A collective term for primary and secondary education, from kindergarten through 12th grade.

Public Companies

Organizations that offer their securities (stock shares, bonds, etc.) for sale to the general public, typically through a stock exchange.