All of the following are good means for the manufacturer to evaluate a wholesaler's sales force except:
a. Attendance at manufacturer sponsored training programs.
b. Reports from the channel member's customers.
c. The number of sales made by each sales rep.
d. Opinions of the manufacturer's field sales force.
e. The number of sales reps.
Question 2In most low-income countries, general merchandise stores represent the main retail format.
Indicate whether the statement is true or false
Question 3If an attribute is salient, it must also be diagnostic.
Indicate whether the statement is true or false
Question 4____ of decision-making authority requires a firm to relax most of the controls over foreign affiliates and allow them to pursue their own promotional approaches.
a. Centralization
b. Marketization
c. Localization
d. Decentralization
Question 5The _____ is an attempt by the United Nations to facilitate international trade by removing legal barriers.
a. U.C.C.
b. CISG
c. FCPA
d. FTCA
e. UNICEF
Question 6A channel manager evaluates a wholesaler's sales force to assess the wholesaler's:
a. Personnel policies.
b. Selling capacity.
c. Veracity.
d. Sales performance.
e. Incentive policies.
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