Is it possible to develop a truly universal list of selection criteria for appraising prospective channel members? What are some of the problems one might encounter in attempting to develop such a list?
Answer to relevant QuestionsBriefly describe each of the 10 general criteria for selecting channel members that can be used as a starting point for developing more specialized lists of channel member selection criteria. John Paul Mitchell Systems, Inc., a manufacturer of specialized high-quality hair care products, has made it a policy to sell its products only through “hair care professionals.” Only better beauty salons and specialty ...If information indicates that the market size is increasing, what kinds of questions should this pose for the channel manager? Airports may be where the real action is in retailing. At least this is the impression one might get by observing some recent developments. Bloomingdale’s was one of the first major retailers to open a branch in an airport ...Discuss the major features of the four approaches for finding out about channel member needs and problems discussed in this chapter.
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