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Unformatted text preview: ee on the terms and responsibilities of each channel member Agree on price policies, conditions of sale, territory rights, and the specific services to be performed by each party Producer should establish a list price and a fair set of discounts for the intermediaries Evaluating the Major Alternatives Each channel alternative should be evaluated against economic, control, and adaptability criteria Economic criteria: a company compares the likely sales, costs and profitability of different channel alternatives Cont...
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- Fall '12