Which of the following statements about the control and strategic criteria used to decide between using independent agents or an internal sales force is true?
A) Independent agents are especially good at cultivating and servicing new accounts
B) Customer loyalty to the independent agent can make it difficult to replace an agent with an internal sales force
C) When sales are below manufacturer's expectations, the manufacturer immediately knows that the blame lies with the independent agent
D) It is as easy to monitor an independent agent as it is to monitor an internal sales force
E) Independent agents are viewed as more effective over the long-run than internal sales forces

Question

Quizplus · Accepted Answer

Customer loyalty to independent agents can make it difficult to replace them with an internal sales force. This is because the customers may have developed a personal relationship and trust with the independent agent, making them reluctant to switch to an alternative sales force.

Which of the Following Statements About the Control and Strategic