The characteristics of the sales force and the number of sales offices are good qualitative indicators of the distributor's market coverage.
Indicate whether the statement is true or false
Question 2Negotiation is noncritical means to convey the buyer's specific sourcing requirements and specifications to its supply base.
a. True
b. False
Indicate whether the statement is true or false
Question 3In the selection of foreign distributors as laid out by Yeoh and Calantone, which of the following criteria was not cited in a study of foreign distributors' selection processes mentioned in the textbook?
a. Ethnicity
b. Commitment level
c. Financial strength
d. Marketing skills
e. Product-related factors
Question 4Unlike industrial products, in marketing of consumer products culture plays an important role.
Indicate whether the statement is true or false
Question 5Bill loved hang gliding. He enjoyed going out by himself to enjoy the thrilling sensation of flying like a bird. This is an example of a _____.
A) social need
B) functional need
C) non-social need
D) symbolic need
E) hedonic need
Question 6The easiest source for the firm seeking to establish a relationship with an intermediary is to consult a trade directory.
Indicate whether the statement is true or false
Question 7Negotiation is a simple skill that applies to only a few purchasing and supply managers.
a. True
b. False
Indicate whether the statement is true or false
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