Yesterday,Lorinda overheard a surprisingly unpleasant encounter between the manager of the hardware store where she works and a sales rep who sells a well-known line of tools.The rep insisted that his tools should be more prominently displayed and that a better assortment would mean more sales.The manager had other plans and told him so,and the conversation turned into a loud argument.What Lorinda observed was an example of
A) sales tactics.
B) channel conflict.
C) retail strategy tension.
D) passive aggressive behavior.
E) a failure of EDI processes.

Question

Quizplus · Accepted Answer

The encounter between the manager and sales rep highlights a conflict between two different channels of distribution, which is known as channel conflict. The sales rep is advocating for his tools to be displayed more prominently, which would benefit his own channel of distribution (selling to the hardware store), while the manager has to consider the overall retail strategy for the store.

Yesterday,Lorinda Overheard a Surprisingly Unpleasant Encounter Between the Manager of the Hardware