ll.The Role of the Sales Force 18-6 Personal selling is effective because salespeople can: >probe customers adjust the marketing offer negotiate terms of sale build long-term personal relationships 制卧经价蜀易大考 国际商学院市场营销学系II. The Role of the Sales Force z Personal selling is effective Personal selling is effective because because salespeople can: salespeople can: ¾ probe customers ¾ adjust the marketing offer ¾ negotiate terms of sale ¾ build long-term personal relationships 18 － 6 18 － 6