Using Table 8.2 on p. 331 as a starting point, develop lists of criteria that a manufacturer might use in defining:

(a) ‘good’ retailers; and

(b) ‘good’ wholesalers to recruit for consumer market channels.

Transcribed Image Text:

Table 8.2 Selection criteria for intermediaries Strategic Operational Expansion plans Local market knowledge Resource building Adequate premises/equipment Stockholding policy Management quality/competence Market coverage Partnership willingness Loyalty/cooperation Customer convenience Product knowledge Realistic credit/payment terms Sales force capability Efficient customer service