Why are direct channels of distribution common in business-to-business markets dealing with high-dollar, high-profit items?
What will be an ideal response?
Business-to-business marketing often means selling high-dollar, high-profit items, such as a single piece of industrial equipment that may cost hundreds of thousands of dollars to a market of only a few customers who can use the product. In such markets, it makes sense financially for a company to develop its own sales force that sells the products directly to customers.
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