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Analyzing 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.

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Both firms are handling the same transaction very differently. We can analyze the actions of both firms to determine which firm is most likely to be more successful. When we deal with personal selling, it is important to note that we are dealing in an area that relies on face to face and oral communication in order to make a sale. The internet has drastically changed the entire scope of personal selling by almost completely taking away the "personal" component of personal selling.

Firm A believes that they should ideally use the internet as a tool to continue their relationship with the customer. The relationship has already been established in person with the foreign ...

Solution Summary

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.

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