The goal of distribution channels in business market is to move products from producers to

The roles of sales person as a problem solver are as follows EXCEPT

The objectives of this activity is to inform, persuade, remind or reinforce about the products and services in the business market.

It is a marketing effort that uses a mail service to deliver a promotional printed piece to the target audience.

Business intermediaries are often technically qualified refers to the nature of business channel of ______

This type strategy of conflict resolution is more focus on items, which are lower priority in order to get those, which are higher priority. It requires that a negotiator knows his or her own priorities, but also the priorities of the other side. If one side values something more than the other does, they should give it in exchange for reciprocity on issues that are a higher priority to their opponent.

Exhibition involves a large number of manufacturers from a particular industry present their products and show their capabilities to distributors, wholesalers, retailers, and end-users.

Legalistic is useful for resolving conflict when the two sides share an important goal, channel members have some differences and they are in a position to trade things that they value with one another

Human relation skills, negotiation skills, communication skills, technical background and job knowledge are the criteria evaluated in selection process.

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A firm that enhances the value of the products it resells by including complementary products or services, usually as part of a package deal. They play a prominent role in the computer industry, and may provide additional hardware, installation services, consulting, troubleshooting, or other related products or services

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They deal with bulk commodities such as raw materials and they have short-term arrangement with manufacturers of product, which sold in large quantities. They do not buy the products, but they perform the function of arranging, inspection physical handling, negotiating process and completing sales.

They represent the manufacturer and manufacturer pays their commission.

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There is an availability of various products at distributor’s store, which meet most of the requirements of small scale manufacturers

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Conflict may arise if there have inaccurate expectation of action of the channel members. It may have differences on how one channel member expects another member to behave. If there are differences in the expectation and the perception on the behavior of another member, conflict is likely to arise.

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This is one of the source of conflict of changes in specification of position or poorly defined roles and right may cause conflict among channel members. Conflict also arises when there is lack of agreement concerning appropriate roles and rights of channel members

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This type of conflict occurs between different levels in the same marketing channel - for example the conflict may be between a wholesaler and a retailer or a manufacturer and a wholesaler. This conflict involve a disagreement between two channel members on different levels.

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The industrial marketers conduct this type promotion tool by conducting an event and arrange for audio-visual presentation through the technical experts of the company. It is normally has a question and answer session for the benefit of buying organizations where technical information is provided to them relating to their nature of activity.

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A person who is employed in the job of promoting products and services and getting people to buy them. They are employed and managed directly by a firm in the business market

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In this organizational structure, a firm assign a salesperson in a particular territory, branch or region for promoting all the products to the entire customer located in that geographical area. This is also known as territorial sales force structure, and it means that the organization assigns each sales rep to a certain geographic area.

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This is one of the effective form of promotion where in personalized letters are sent to individual customers along with catalogues and coupons giving technical specifications about an existing or new products which are to be launched.