How does a manufacturer participate in the business marketing channel through its regional or branch sales offices?

1.       Explain why business channels are usually shorter in length than channels used in consumer goods marketing?

2.       Why increasing number of business marketing firms have been adopting mixed-channel systems (or multi-channel structures)?

3.       What are the functions (or activities) performed by industrial distributors and manufacturers’ representatives? How are they compensated?

4.       How does a manufacturer participate in the business marketing channel through its regional or branch sales offices?