The sales force becomes a major part of the integrated marketing communications mix when:

Question

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All of the above factors (complex product, negotiable price, push strategy, and necessary product demonstration) make the sales force an important part of the integrated marketing communications mix. A complex product may require more personal explanation and demonstration, while a negotiable price requires face-to-face negotiation. A push strategy focuses on getting the product in front of the customer as soon as possible, which often involves a sales force. Finally, product demonstration is best suited for in-person interactions with the sales team.

The Sales Force Becomes a Major Part of the Integrated