When Motorola first entered the Mexican marketplace, the company wanted direct control of salespeople in major urban markets but was not as concerned about control in less populated areas of the country. Motorola probably used ________ in major urban areas and ________ in less populated areas of Mexico.

Question

Quizplus · Accepted Answer

Motorola's desire for direct control in major urban areas suggests the use of a company sales force, which allows for direct employment and management of salespeople. In less populated areas, where direct control was less of a concern, using manufacturer's reps, who are independent sales agents that represent the company's products but are not direct employees, would be a more flexible and cost-effective approach.

When Motorola First Entered the Mexican Marketplace, the Company Wanted