Through their contacts, experience, specialization, and scale of operation,usually offer the firm more than it can achieve on its own.

Related MCQs

• Independent firms at different channel levels integrate their programs on a contractual basis to achieve systemic economies and increased market impact are known as……….
• If a company chooses to employ its own sales force, the three organizational structures it may use are:
• The work of setting up objectives for selling activities, determining and scheduling the steps necessary to achieve these objectives is known as………….
• Salespeople who conduct business from their offices through telephones and visiting to customers site is known as
• Ask for order, review points of agreement, help in writing up the order, ask which model the customer wants, note that customer will lose out if not ordered now; offer incentives to buy now – lower price, larger quantity for same price are several techniques of ______________________.
• Sales management is discipline of …………….benefits a company and its customers receive from the efforts of its sales force.
• ……………………..bridges the gap between the market and the productive capacity of the firm.
• The first step in determining how a firm's sales force compensation program will be structured is to determine the:
• Sarah and Steve are sales reps for a major pharmaceutical company in the same geographic area. Sarah calls on private practice physicians, while Steve calls on hospital groups. Their sales manager would likely have an ethical dilemma in the area of:
• In which organizational structure, all sales personnel receive direction from, and are accountable to different executives, on different aspects of their work?