Creating appropriate incentive structures

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Creating appropriate incentive structures and motivation plans with channel partners can be challenging in B2B scenarios. As such, knowing how to structure a channel contract can be difficult. All of the following statements EXCEPT WHICH are useful in guiding partner incentive structures? Group of answer choices Channel partners in B2B must provide value in the channel in order to receive compensation Channel partners in B2B often have different goals than manufacturers - thus, efforts should be made to help support channel partners in achieving their goals Channel partners in B2B usually respond to a variety of incentives including margins, marketing support, training, and service Channel partners in B2B typically prefer selective distribution so they can be assured of getting all sales in a given territory.

Reference no: EM134042142

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