A sales channel strategy can be defined as
A) the type of relationship the selling firm desires to develop and maintain with the account.
B) the decision to build either a relationship or transaction marketing type of salesforce.
C) the number of accounts per field representative for a certain area.
D) the methods by which accounts receive selling effort.
E) decisions made by marketing management that determine whether sales will be personal selling or advertising driven.

Question

Quizplus · Accepted Answer

A sales channel strategy refers to the methods by which accounts receive selling effort. It includes decisions such as whether to use direct or indirect channels, the number of intermediaries and the type of relationship established with them, and the level of control and support provided to these intermediaries. Option A is more related to account management, while option B is related to the type of salesforce. Option C is more related to territory management. Option E is related to the marketing mix.

A Sales Channel Strategy Can Be Defined as