Help me study this

Explain how companies select, motivate, and evaluate channel members. Marketing Channel Management Marketing channel management calls for selecting, managing, and motivating individual channel members and evaluating their performance over time. When selecting intermediaries, the company should determine what characteristics distinguish the better ones. Evaluate each channel member's years in business, other lines carried, location, growth and profit record, cooperativeness, and reputation. Once selected, channel members must be continuously managed and motivated to do their best. Many companies practice strong partner relationship management to forge long-term partnerships with channel members. This creates a value delivery system that meets the needs of both the company and its marketing partners. 10-20 Marketing Channel Management The company must regularly check channel member performance against standards such as sales quotas, average inventory levels, treatment of damaged and lost goods, cooperation in company promotion and training programs, and services to the customer. Companies need to be sensitive to the needs of their channel partners. Those that treat their partners poorly risk not only losing their support but also causing some legal problems