Question

Personal selling, as a form promotion, differs when the effort is a B2B (business to business) sales effort rather than a B2C (business to consumer) sales effort. B2B personal selling requires ______________.a) generally a faster closing process than a B2C saleb) more prospecting and qualifying of customersc) better presentation skills but less qualifying of customersd) less prospecting and qualifying of customers

Answer 1

Answer is option b, i.e. more prospecting and qualifying of customers.

Step-by-step explanation:

Personal selling in B2B is different from that of B2C. In B2B, the approach has to be more practical so as to save time with its production and manufacturing process. Therefore, in B2B selling communication has to be very effective as well as efficient. These communications can be in the form of a formal as well as informal communication. And this selling determines the prospective buyer/client and considers them as in-client or the out-client.