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.

Question

Quizplus · Accepted Answer

Providing market information to distributors helps them succeed, which benefits both the manufacturer and the distributor. Options A, B, D, and E all prioritize one party (either the manufacturer or the distributor) over the other, which can strain the partnership.

The Importance of Developing a Partnership with Distributors Has Been