In its promotional materials, a PET Scan distributor notes that sales specialists will offer ____________ to provide account management through personal visits.
A. Field support
B. Prospecting
C. Personal selling
D. Administrative support
E. Cold calling
Answer: A - In its promotional materials, a PET Scan distributor notes that sales specialists will offer field support to provide account management through personal visits. Field support in the business-to-business relationship is an important component of a marketing communication and support strategy. A business that offers field support inspires confidence in the availability of post-sale technical and problem-solving expertise. For the seller, the extra effort of field support through personal visits provides a core component of the marketing message.