Mini-Case Question. In which of the following situations is Dow using a mixed channel system?
A) Instead of using salespeople, Dow uses manufacturer's representatives and brokers, and pays them a commission on every product sold.
B) Retailers take over Dow's sales and point-of-purchase distribution in consumer markets, but distributors or dealers assume this responsibility in B2B markets.
C) Dow uses primarily direct mail and catalog sales to market its products, but also uses telemarketing to target large customers.
D) Dow distributes its products directly to customers in the innovation/technology segment but finds that use of wholesale distributors and dealers are more efficient in reaching the service quality segment.
E) Dow uses manufacturers' representatives, sales agents, and brokers who assume the selling responsibility for the business and receive a commission when a sale occurs, but do not take title to the products.
D
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