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What Marketing Communications Is & Does . . .

How marketing communications works

Marketing communications supports, streamlines,
and mechanizes the selling effort by:

Making the first sales call
Selling when the sales representative isn't there
Refuting claims made by competitors and their marketing communications
Presenting a selling message that is uniformly correct, concise, and persuasive
Arming the sales representative with supporting documentation and increased credibility
Keeping current customer sold by reinforcing their buying decision after the sale

Direct vs. indirect selling

A direct sales call made by a
live sales representative almost always:

Is more persuasive and powerful, with the added ability
       too respond directly to questions and concerns.
Is more closely and directly related to a sale.
Costs several hundred dollars.

An indirect sales call made through
marketing communications almost always:

Is concise, uniform, and ubiquitous.
Gets in the door where sales reps sometimes can't.
Has a relationship to sales that is difficult to document.
Costs only a few dollars.

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