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

Question

Quizplus · Accepted Answer

A sales force is necessary when channel intermediaries need product and service training to effectively sell the product. If the channel system is short and direct to the end-users or if product trial is unnecessary for purchase decisions, alternative promotional methods may be more effective. A sales force may not be necessary for low-risk purchase decisions or if the narrow margin of a purchase makes sales commissions unprofitable.

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