How can personal selling reduce the costs of promoting a product or service? By promoting a product to both qualified and nonqualified prospects By promoting undifferentiated sales messages toward prospective consumers By purchasing advertising and sales promotions in large amounts By adjusting the size of the sales force in one-person increments

By adjusting the size of the sales force in one-person increments

Explanation:

Personal selling refers to the form of product promotion wherein the seller directly interacts with the prospect on one to one basis enumerating product attributes and different uses. Under it, the seller tries to persuade the buyer and tries to effect a sale.

The goal of personal selling is to build long term relationship with the buyer alongside customer satisfaction.

The size of the sales force determines the cost of the personal selling activity relating to promoting products and services. Greater the size of the sales force i.e number of personnel employed to cater to prospects in a particular region, greater will be the cost of promotion in the form of salary of those personnel coupled with commission and incenetives.

Under one person increment, the increement in salary of a sales person depends upon individually how much sales value has been effected by him or directly attributable to him. Adjusting sales force size in one person increments, thus reduces the cost of promotion.

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