A sales force is a major part of an organization's integrated marketing communications (IMC) mix when

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When channel intermediaries need product and service training, a sales force can be a major part of an organization's integrated marketing communications mix to ensure that these intermediaries are knowledgeable about the product or service they are selling. A long and indirect channel system, unnecessary product trial, a low-stakes purchase decision, or inadequate margins would not necessarily require a sales force as a major component of the IMC mix.

A Sales Force Is a Major Part of an Organization's