Author Question: The channel manager should evaluate channel member sales data in terms of all of the following ... (Read 59 times)

savannahhooper · **on:** Jun 29, 2018

The channel manager should evaluate channel member sales data in terms of all of the following except:
a. The channel member's current sales to historical sales.
b. Cross comparisons of a channel member's sales with other channel members' sales.
c. The channel member's sales with predetermined quotas (if quotas were assigned).
d. The volume of product each salesperson is selling.
e. This year's sales with last year's sales.

Question 2

How can a company discourage parallel imports?

Amiracle · **Reply #1 on:** Jun 29, 2018

Answer to Question 1

D

Answer to Question 2

A company can eliminate parallel imports by charging a uniform price for its products worldwide. A company could also create different products for different markets. For example, Mercedes-Benz offers the A-class to European consumers. The A-class is a lower-level model and is not attractive to the American consumer. The company could also complicate the repair and servicing process for the gray market goods. If an American consumer purchased the A class, he would find that the parts for repair and servicing would need to be ordered from Stuttgart, Germany, making the cost of maintenance prohibitive. The company could also inform consumers about the perils of buying parallel imports. In the Mercedes example, Mercedes should make sure that the American consumer understands the problems with purchasing the A class (e.g., difficult repairs). Finally, a company could use litigation to prevent gray markets from developing. This may be found in the Parallel Imports section (11-4b).