What is a potential problem with the use of the sales force as a means for finding
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The use of the sales force to find prospective channel members is likely to be successful only if the sales force is rewarded for their efforts in attempting to find new channel members If they are not adequately rewarded for engaging in this activity salespeople are not likely to go out of their way to find prospective channel members and indeed may resent being asked to do something for which they feel they are not being adequately compensated A new account bonus paid when a new channel member ...View the full answer
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