Problem: 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.