Question

Which of the following modes of distribution affords the most control over the distribution channels but often at a cost that is not practical?

1) Complementary marketers
2) Direct sales force
3) Export associations
4) Trading companies
5) Export management companies

Answer 1

Direct sales force provides the most control over distribution channels but at higher costs, offering significant control but requiring substantial investment.

Step-by-step explanation:

Of the distribution modes listed, Direct sales force affords the most control over distribution channels. A direct sales force implies that a company uses its own employees to carry out the sales process, which provides a high degree of control. However, this level of control comes at a higher cost due to expenses such as salaries, training, benefits, and the infrastructure needed to support a sales team. Other modes such as export associations, trading companies, and export management companies offer various degrees of market-based mechanisms, while complementary marketers may involve some form of partnership or collaboration, providing less control than a direct sales force.