Examine Firm Success Based on Internet Communication
On the basis of the discussion in the personal selling section about problems with internet communication, which of the following two firms is more likely to be successful?
Firms A expects to use the internet as a tool to continue the relationships with its foreign customers that were first set up in person. Firm B expects to use the internet to make a first sale overseas buyer. The firm's salespeople will then make personal selling trips to those firms that have already proved they are worth a visit because they have made a first purchase over the internet.