The distribution channel for a producer that manufactures industrial cleaning products comprises the primary manufacturer,the marketing intermediary,and the end user.The manufacturer seeks to provide support to his sales force by providing training and product application assistance to prospective buyers.To do so,which of the following groups is the manufacturer most likely to approach?

Question

Quizplus · Accepted Answer

Technical sales specialists are trained experts who provide technical assistance and product knowledge to prospective buyers. This makes them the most suitable group for manufacturers to approach when seeking to provide support to their sales force. Spotters are individuals who identify potential buyers and refer them to the sales force, but they do not provide technical assistance. Missionary agents are salespeople who promote the product through direct contact with the end-user, and horizontal sales teams are groups of salespeople who handle different products for the same customer. Neither of these groups is as suitable as technical sales specialists for providing training and product application assistance.

The Distribution Channel for a Producer That Manufactures Industrial Cleaning