When using an indirect channel of distribution, your sales force is only as good

Question

When using an indirect channel of distribution, your sales force is only as good as your channel partners. As the marketing manager for the manufacturer of a new line of computer jump drives, what strategy would you use to motivate your channel members to promote your product? Include elements of trade promotion, increasing sales to channel members, and efforts to increase personal selling. Which would be most appropriate for this product? Be very specific and complete in your answer. Justify your answer.

Explanation / Answer

Most apt strategy would be to give incentives to the sales persons who sell the computer jump drives. By doing so the salesperson would take personal interest in selling the computer jump drives. Instead of choosing any other marketing strategy and spending money on that, its better to give incentives to the sales person who actually sells the drives. By this way he will also be motivated to sell the drives

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