B2B Channel

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The link between manufacturers and customers is the channel of distribution.

• True

• False

Direct distribution is a channel strategy that uses intermediaries.

• True

• False

In direct channel, the manufacturer has full responsibility for performing all the necessary channel tasks.

• True

• False

Business marketing channels typically include fewer types of intermediaries.

• Direct channel

• Indirect channel

The channel accomplishes all the tasks necessary to effect a sale and deliver products to the customer.

• True

• False

The manufacturer must perform all the marketing functions needed to make and deliver products.

• Direct channel

• Indirect channel

The selection of a distributor depends on the manufacturer’s requirements and the needs of target customer segments.

• True

• False

Industrial distributors and manufacturers’ representatives handle a sizable share of B2B sales made through intermediaries.

• True

• False

____ is the most pervasive and important single force in B2B channels.

• Manufacturers’ representatives

• Industrial distributors