The Sales Manager for Smith Exports Is Deciding on the Firm's

Multiple Choice

The sales manager for Smith Exports is deciding on the firm's distribution strategy in several markets.He wants to know which factor is likely to shorten channel length in a particular country.Which of the following factors helps a firm shorten channel length?

A) entry of large discount superstores
B) firm's insistence on dealing with wholesalers instead of manufacturers
C) fragmentation of a retail system
D) small sales force
E) smaller sales orders generated from sales calls