What is a potential problem with the use of the sales force as a means for finding prospective channel members?
Answer to relevant QuestionsIs 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? The Rust-Oleum Corporation is world-renowned for its anticorrosive coatings for virtually any application, for use on everything from heavy industrial equipment to consumer patio furniture. The company sells its industrial ...In this chapter it was pointed out that market geography is subject to changes. Why should the channel manager be concerned with such changes? By the end of the first decade of the twenty-first century, the anti-junk food movement had really begun to take hold in the U.S. Of particular concern was the sale of junk food through vending machines in schools. The easy ...What are some of the major sources of interaction that exist in the typical channel communications system?
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