What should be the role of the channel manager in formulating the manufacturer’s pricing policies and strategies?
Answer to relevant QuestionsExplain the concept of “buying distribution services” as it applies to channel pricing strategy. Why might major changes in the manufacturer’s pricing policies or terms of sale create havoc for the channel members? How might the manufacturer mitigate the negative effects of such changes? Aris Isotoner, a division of Sara Lee Corporation, is one of the world’s largest manufacturers of gloves. It was the first company to put gloves in boxes and its four-way stretch fabric, which enables it to offer ...How might the use of missionary sales people foster conflict rather than cooperation in the channel? Computer-to-computer ordering systems and EDI have dramatically improved ordering efficiency. What might be the danger in uncritically accepting this statement? Discuss.
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