All of the Following Statements Regarding the Training of Distributors

question 327

Multiple Choice

All of the following statements regarding the training of distributors' salesforces are true EXCEPT:

• A)a manufacturer's success often depends on the ability of its resellers' salesforces to represent its products.
• B)manufacturers also 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' salesforces are often more sophisticated and knowledgeable about a manufacturer's products.

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Definitions:

Positive Roles

Constructive roles played by individuals in a group that contribute to the overall effectiveness and success of the group.

Groupthink

A psychological phenomenon in which people in a group strive for consensus to the extent that they set aside their personal beliefs or dissenting opinions.

Correctives

Measures or actions taken to rectify or correct an error, problem, or deviation from a standard.

Virtual Teams

Teams that work together through electronic means across various locations and often time zones, relying heavily on communication technologies.