(i) When the organization can afford to finance the sales force.
(ii) Where the market is concentrated in one area and the cost of accessing the market is reduced.
(iii) When launching a new product because it requires a lot of awareness, persuasion and convincing.
(iv) When a product is tailored to meet a customer's specifications because customers have varying tastes and preferences.
(v) When demonstration is required because some products especially technical ones require their operations to be explained.
(vi) When the value of the product is high for example, machinery.
maurice.mutuku answered the question on July 17, 2017 at 05:03
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