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Question
All of the following statements regarding the training of distributors' salesforces are true EXCEPT:
A. a manufacturer's success often depends on the ability of its resellers' salesforces to represent its products.
B. manufacturers develop incentive and recognition programs to motivate a reseller's salespeople to sell their products.
C. intermediaries perform customer contact and selling functions for producers they represent.
D. both retailers and wholesalers employ and manage their own sales personnel.
E. resellers' salesforces are often more sophisticated and knowledgeable about a manufacturer's products than its own personnel.
Answer
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