...Channel Challenges - Channel Microsystems Keller Graduate School of Management Devry University Channels of Distribution What are the pros and cons of choosing this distributor? When selecting a channel partner, SPEAR, an acronym that describes important selection criteria, is often used to target the best candidate during a selection process. Aridi Graphics should evaluate each of the components of SPEAR in selecting a Western Europe distributor. The first element of SPEAR outlines the importance of selecting an intermediary who is knowledgeable of the Sales environment. In this case, the candidate identified at the MacWorld exposition is an ideal intermediary from a geographic perspective. This candidate has knowledge of the Western Europe geography as well as cultural factors that may impact software sales in the region. This knowledge may benefit Aridi through rapid market penetration and reduced start up cost. The next component of SPEAR, Product factors describes the level of knowledge that the intermediary may have with regards to the product and its sales requirements. The information provided in the channel challenge informs us that Aridi met this individual during the MacWorld exposition which indicates common industry interest. It’s important that during the interview process questions are posed to address and confirm the prospects level of product knowledge about the software solution, its competitors and advantages/disadvantages. This area...
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