A Channel That Includes Both a Manufacturers' Agent and an Industrial

question 37

Multiple Choice

A channel that includes both a manufacturers' agent and an industrial distributor is appropriate under which of the following circumstances?

• A) When the firm wants specialized personnel to follow up the work of the sales force
• B) When the marketer wishes to enter a new geographic market but does not wish to expand the existing sales force
• C) When only one or two channels of distribution are available for products
• D) When the sales force is large and the marketer is thinking of cutting it down
• E) When customers are highly concentrated in one geographic area

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