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

question 49

Multiple Choice

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

• A)the channel system is very long and direct 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)product and service training are needed by channel intermediaries.
• E)selling price or quality purchased provides a narrow margin.

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Definitions:

Inconsistency

The state of being irregular or not remaining the same over time.

Attitudes

A psychological tendency expressed by evaluating a particular entity with some degree of favor or disfavor.

Behavior

The actions or reactions of an individual in response to external or internal stimuli.

Actor-observer Effect

A social psychology concept suggesting that people tend to attribute their own actions to external situations while attributing others' actions to their personalities.