Why is training considered a challenge in personal selling?

Training is considered a challenge in personal selling primarily because it increases costs. When a business invests in training programs for its sales team, there are various associated expenses, including hiring trainers, developing training materials, and the opportunity cost of employees' time spent in training rather than actively selling.

While investing in training can ultimately lead to improved sales performance and profitability, the upfront costs can be a significant concern for businesses, especially smaller ones with limited budgets. As such, organizations must carefully consider their training programs' return on investment.

The other aspects mentioned in the options do not encapsulate the primary challenge associated with training. For instance, while training may introduce some complexities, it is an essential component in ensuring that sales staff are well-versed in product knowledge, sales techniques, and customer relationship management. Furthermore, training is far from unnecessary; it fundamentally underpins the effectiveness of personal selling. Lastly, training significantly impacts customer relationships by equipping sales staff with the skills to engage effectively, understand customer needs, and provide solutions—thus enhancing the overall customer experience.