A sales force is a major part of an organization's integrated marketing communications mix (IMC) when:
A)the channel system is very long and indirect to the end users.
B)product trial by customers is unnecessary to make purchase decisions.
C)the purchase decision is not a major one for the buyer.
D)channel intermediaries need product and service training.
E)selling price or quality provides an inadequate margin.

Question

Quizplus · Accepted Answer

When channel intermediaries need product and service training, a sales force becomes an important part of the organization's IMC mix. The sales force can provide the necessary training and educate intermediaries about the product/service, leading to increased sales and customer satisfaction. In all the other options, a sales force may not be as critical in the IMC mix.

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