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

question 23

Multiple Choice

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

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Definitions:

Simple

Easily understood or done; presenting no difficulty.

Conditioned

A learned response to a previously neutral stimulus through repeated pairings with a stimulus that naturally elicits a response.

Complex Attitude

An attitude that is composed of multiple elements including cognitive, affective, and behavioral components, reflecting a multifaceted view.

Accessible

Easily reached, entered, used, or obtained; user-friendly.