38. Helga is conducting extensive research on CoreMark Construction Product Distributors in Hong Kong. She is dissecting the company’s financial
statements and credit ratings and reading up on CoreMark brand’s influence in the marketplace.
A. Helga is considering CoreMark as a distributor partner in Hong Kong.
B. Helga has signed CoreMark as her new distributor in Hong Kong.
C. Helga has decided to terminate her partnership with CoreMark in Hong Kong.
D. Helga has recently acquired CoreMark. Correct!
39. When Michelin taught its distributors how to promote its new line of tires based on their superior product characteristics, they exhibited the channel management practice of __________.
A. coverage management
B. motivational programs
C. performance management
D. capability-building programs
This term would refer to the method in which distributor territory responsibilities are identified, not training programs.
True / False Questions
40.
Distributor partners are motivated primarily through the provision of monetary benefits such as higher commissions. FALSE
It is often non-monetary benefits that motivate distributor loyalty and sales effort.
