All of These Statements Regarding the Training of Distributors' Sales

question 70

Multiple Choice

All of these statements regarding the training of distributors' sales forces are true except which?

• A) A manufacturer's success often depends on the ability of its resellers' sales forces to represent its products.
• B) Manufacturers develop incentive and recognition programs to motivate a reseller's salespeople to sell their products.
• C) Intermediaries can perform customer contact and selling functions for the producers they represent.
• D) Both retailers and wholesalers employ and manage their own sales personnel.
• E) Resellers' sales forces are typically the most sophisticated and knowledgeable about a manufacturer's products.

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Definitions:

Superiors

Individuals in a higher position or level of authority within an organization, having responsibility over subordinates.

Unethical Activities

Actions conducted by individuals or organizations that violate moral or professional principles.

Doing Personal Favours

Acts of helping out individuals, usually without expectation of return, that can build relationships in both personal and professional contexts.

Overlooking Wrongdoings

The act of ignoring or failing to address unethical or improper behavior within an organization or group.