The Sales Manager for Jensen Exports Is Deciding on the Firm's

question 109

Multiple Choice

The sales manager for Jensen Exports is deciding on the firm's distribution strategy in several markets. He wants to find an area with a shorter channel length. Which factor is the best indicator of this?

• A) entry of large discount superstores
• B) firm's insistence on dealing with wholesalers instead of manufacturers
• C) increased fragmentation of retail system
• D) large sales force of competitor
• E) smaller sales orders generated from sales calls

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Definitions:

Challenge

A call to take part in a contest or competition, often requiring the overcoming of obstacles or tests of skill.

Negotiator's Approach

The specific method or style adopted by a negotiator to achieve desired outcomes during a negotiation process.

Danger

The possibility of harm, injury, loss, or any other negative outcome that is posed by a situation or activity.

Modify

To make changes or adjustments, often to an agreement or strategy, in response to new information or changing circumstances.