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Final Quiz 1

1. The document discusses the different types of channel members including agents, wholesalers, and retailers. It also lists some common sources that channel members come from such as field sales, trade sources, reseller inquiries, customers, advertising, and trade shows. 2. Selection criteria for choosing channel members are discussed including finding prospective members, applying criteria to determine suitability, and securing members. Some major categories of criteria include commitment level, financial strength, marketing skills, product factors, planning abilities, and facilitating factors. 3. Financial rewards are an important way to motivate channel members by providing discounts for meeting sales thresholds or bonuses for surpassing goals. Regular communication and developing relationships with channel partners

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26 views1 page

Final Quiz 1

1. The document discusses the different types of channel members including agents, wholesalers, and retailers. It also lists some common sources that channel members come from such as field sales, trade sources, reseller inquiries, customers, advertising, and trade shows. 2. Selection criteria for choosing channel members are discussed including finding prospective members, applying criteria to determine suitability, and securing members. Some major categories of criteria include commitment level, financial strength, marketing skills, product factors, planning abilities, and facilitating factors. 3. Financial rewards are an important way to motivate channel members by providing discounts for meeting sales thresholds or bonuses for surpassing goals. Regular communication and developing relationships with channel partners

Uploaded by

AEKO
Copyright
© © All Rights Reserved
Available Formats
Download as PDF, TXT or read online on Scribd
Download as pdf or txt
Download as pdf or txt
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Final Quiz 1

1. Discuss the different sources different sources of channel members


Members of a channel can be of one of three sorts.
Agents, wholesalers, and retailers are them.
The retailer is a person whose business it is to sell to customers a wide range of goods that are
put together on his premises according to the requirements of end users.
Field sales organization, Trade sources, Reseller inquiries, Customers, Advertising, Trade shows.

2. Explain the different criteria in choosing a channel member


● Finding prospective channel members
● Applying selection criteria to determine the suitability of perspective channel members
● Securing the perspective channel members as actual channel members

Generalized Lists of Criteria ix major categories of selection criteria:


commitment level, financial strength, marketing skills, product-related factors, planning abilities, and
facilitating factors.

3. Discuss the different ways of motivating channel members explain its process

Financial rewards are a significant source of inspiration for members to channel. You can incentivize
channel members to stock and sell more of your products by providing discounts on orders above a
predetermined threshold or rewarding sales that surpass the goal with bonuses.

Use the chance to contact often with your channel partners via the reward system you have established
as much as you can. Consider setting up a communication pattern as well, with one communication
going to the executive and the other to the field executor.

Get to know your channel partners better and develop enduring bonds with them. Find out what they
frequently complain about and see if other channel partners experience it more frequently.

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