A Significant Problem with Using the Sales Force to Find

question 28

Multiple Choice

A significant problem with using the sales force to find prospective channel members is that:

• A) In many cases salespeople do not know their territories well.
• B) Salespeople are not in a good position to recognize potential new channel members.
• C) Salespeople may not devote much effort to finding new channel members because they may not be adequately rewarded for doing so.
• D) It is very expensive to use salespeople for this purpose.
• E) Salespeople are not trained to evaluate channel members.

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Definitions:

Situational Self-Image

The perception a person has of themselves in different situations, which can change depending on the context or environment.

Consumer Contamination

The notion that a product loses value in the eyes of a consumer if it is perceived as having been touched or used by another person.

Perishable Product

Items that have a limited shelf life and require timely sale and use, such as food, flowers, and some pharmaceuticals.

Privileged Information

Sensitive information that is not publicly available and is restricted to certain individuals or groups due to its confidentiality.