Because the manufacturer’s major objective in instituting a training program for channel member salespeople is to get them to give preferential treatment to the firm’s products, the manufacturer should design training programs that are, in effect, “commercials” for its particular products. Discuss the validity of this statement.
Answer to relevant QuestionsShould coercive power be the basis for developing a sales quota program for channel members? Sales through department stores account for about one-third of the $170 billion world market for cosmetics. One of the major reasons— perhaps the most important reason—for department stores’ ability to hold their own ...Logistics programs in recent years have incorporated many sophisticated developments closely associated with computer technology. Some of these logistics programs have been described in the literature in very optimistic ...Why is the task of defining logistics service standards for channel members a channel management issue as well as a logistics issue? Explain why the evaluation of channel member performance is (or is not) just as important as the evaluation of employees working within the firms.
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