Correct/Commplete Question:
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
Answer:
c, the manufacture providdes its distrubutors with market information to help them succeed.
Explanation:
In strengthening the relationship between manufacturers and distributors, it is good for the manufacture to provide its distributors with market information. Giving out his market information to distributors helps the distributors know how to attack the market and competitions. It also helps to give the distributors an overview of areas that has been covered or not covered among other things.
Cheers.
