Three common trade-oriented sales approaches are targeted uniquely to wholesalers, retailers, and distributors: (1) allowances and discounts, (2) __________, and (3) training of distributor's sales forces.

Question

Quizplus · Accepted Answer

Cooperative advertising is a common trade-oriented sales approach targeted to retailers, wherein the manufacturer shares the cost of advertising with the retailer to promote the manufacturer's product in the retailer's store. Allowances and discounts are also commonly used with wholesalers, and training of distributor's sales forces is frequently used with distributors. However, only cooperative advertising specifically targets retailers. Therefore, option B is the correct answer.

Three Common Trade-Oriented Sales Approaches Are Targeted Uniquely to Wholesalers