Explain how a target market is characterized

What will be an ideal response?

ANSWER: A target market characterized by widely scattered potential customers, highly informed buyers, and brand-loyal repeat purchasers generally requires a promotional mix with more advertising and sales promotion and less personal selling. Sometimes, however, personal selling is required even when buyers are well informed and geographically dispersed. Although industrial installations may be sold to well-educated people with extensive work experience, salespeople must be present to explain the product and work out the details of the purchase agreement. Often firms sell goods and services in markets where potential customers are hard to locate. Print advertising can be used to find them. The reader is invited to go online, call, or mail in a reply card for more information. As the online queries, calls, or cards are received, salespeople are sent to visit the potential customers.