Discuss several sources that the channel manager can use to help locate prospective channel members.
Answer to relevant QuestionsWhat is a potential problem with the use of the sales force as a means for finding prospective channel members? Bill Harding, the national sales manager for a major appliance maker, realized that the company would have to add more wholesale distributors in at least a half-dozen major territories on the East Coast and in the Midwest to ...In this chapter, a four-dimensional framework was used for analyzing markets in relation to channel design strategy. Define each of these dimensions. The number of consumers subscribing to cable television services in the U.S. had declined significantly by the end of the first decade of the twenty-first century. In the third quarter of 2010 alone, almost 120,000 consumers ...An effective information flow in the channel is all that is needed to inform the channel manager of the needs and problems of channel members. Do you agree or disagree? Discuss.
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