To Truly Know Channels of Distribution, a Salesperson Should Know

question 130

Multiple Choice

To truly know channels of distribution, a salesperson should know:

• A) the financial history of each channel member.
• B) when the channel member began operation.
• C) what product lines the channel member stock.
• D) the names of all the channel member's employees.
• E) the number of competitors the channel members have.

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Definitions:

Stakes

The importance or value of something, which could be at risk in a decision or action.

Organizational Learning

The capacity of an organization to acquire, apply, and transfer knowledge to improve its performance and adapt to its environment.

Coordinated Actions

Activities or efforts by individuals or groups that are carefully planned to ensure they work effectively together towards a common goal.

Institutionalizing

The process of embedding particular practices, values, or norms within an organization or society, making them an enduring and accepted part of its culture.