Personal Selling Serves Three Major Roles in a Firm's Overall

question 143

Multiple Choice

Personal selling serves three major roles in a firm's overall marketing effort. Salespeople: (1) are the critical link between a firm and its customers, (2) are the company in consumers' eyes, and (3) __________.

• A)play a key role in research and development
• B)are the ultimate channel of distribution
• C)provide the most valuable resource for segmenting and selecting target markets
• D)are one of many people in a firm that contacts potential customers
• E)may play a dominant role in a firm's marketing program

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Definitions:

Transferee

An individual or entity that receives the transfer of assets, rights, or interests from another party.

Transferor

The entity or person that transfers assets, obligations, or rights to another party.

Allowance Method

An accounting technique that estimates and deducts accounts receivable that are not expected to be collected to better represent net realizable values.

Uncollectible Accounts

Accounts receivable that are deemed to be uncollectible, leading to their removal from the accounts through a write-off process.