The Importance of Developing a Partnership with Distributors Has Been

question 164

Multiple Choice

The importance of developing a partnership with distributors has been emphasized in the text. Which of the following situations would strengthen this relationship?

• A) Commissions on sales to direct salespeople are lowered for sales made jointly with distributors.
• B) Direct salespeople call on the most profitable accounts and ask the distributor's salesforce to handle all other accounts.
• C) The manufacturer provides its distributors with market information to help them succeed.
• D) When new models for equipment are available, ask the distributors to take care of selling out the old models and allow the company's salesforce to begin offering the new model.
• E) Company salespeople have first choice of the new leads generated by a shared booth at a trade show.

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Definitions:

Autonomy

The right or condition of self-governance, or the ability of an individual or organization to make their own decisions independently.

Cost Center

A division whose parent company rewards it for reducing the cost of producing a specified output.

Minimizing Costs

The process of reducing expenses to the lowest possible level while maintaining the desired level of quality or output.

Division

A distinct part of a larger company or organization that focuses on a specific area of business or operation.