83.(p. 438)Experienced exporters suggest that the only way to select a middleman is: A. to conduct a background check on all the distributors available in the target market. B. to issue a request-for-proposal (RFP) to all distributors in the target market and evaluate their responses. C. consult other manufacturers of the similar products and select the distributor recommended by them. D. consult trade organizations and select the distributor recommended by them. E.to personally talk to ultimate users of your product to find whom they consider to be the best distributors. Experienced exporters suggest that the only way to select a middleman is to go personally to the country and talk to ultimate users of your product to find whom they consider to be the best distributors. AACSB: Reflective thinking Bloom's: Comprehension Difficulty Level: Hard Learning Objective: 15-4 The functions Learning Objective: advantages Learning Objective: and disadvantages of various kinds of middlemen Topic: Selecting Middlemen 84.(p. 439)Particularly, when cultural distances are great, the company should use which of the following techniques for motivating middlemen? A.Communication B. Financial rewards C. Psychological rewards D. Company support E. Corporate rapport Motivational techniques that can be employed to maintain middleman interest and support for the product may be grouped into five categories: financial rewards, psychological rewards, communications, company support, and corporate rapport. In all instances, but particularly when cultural distances are great, the company should maintain a continuing flow of communication in the form of letters, newsletters, and periodicals to all its middlemen.