Which of the following statements about channel member selection criteria lists is true?
A) Channel member criteria lists rarely are used in practice.
B) Generalized lists of criteria such as those of Pegram and Shipley are useless to the channel manager.
C) Once a company develops a list of criteria, it should not be changed.
D) A changing environment may require the firm to alter its emphasis.
E) A single criteria list is adequate for a firm under all possible conditions.

Question

Quizplus · Accepted Answer

A changing environment may require the firm to alter its emphasis on certain criteria when selecting channel members, meaning that the criteria list may need to be adjusted periodically. The other statements are false; channel member criteria lists are commonly used, generalized lists can provide a framework for the channel manager, a company should be open to changing its criteria list, and different conditions may require different criteria.

Which of the Following Statements About Channel Member Selection Criteria