A large appliance manufacturer has adequate wholesale and retail distribution--but is concerned that the intermediaries do not push its products aggressively enough--because they also carry competitive lines. The manufacturer should hire some:

Question

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Missionary salespeople are needed in situations where intermediaries are carrying competitive lines and not pushing the manufacturer's products aggressively enough. Missionary salespeople are often used as an extension of the manufacturer's sales force to provide extra training, support, and promotional activities to the intermediaries, in order to increase their focus on the manufacturer's products. They do not make direct sales, but focus on building relationships and educating the intermediaries about the benefits of the manufacturer's products.

A Large Appliance Manufacturer Has Adequate Wholesale and Retail Distribution--But