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Step 1 of 1​

Changes in channel structure leads to the requirement of selection decisions. An organization utilizes the selection procedures due to following changes in channel structure:
• During addition of a new member in supply chain an organization needs to utilize the selection decision.
• In case of vacancy for a place in the supply chain, selection procedures are required.
• Selection procedures are important to select new channel members when a company adapts diversification or expansion strategy.
Thus, it is concluded that selection decisions of an organization depends upon its channel structure.
 
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Wholesale distributor would expect a regular supply of quality goods from ML. They would expect that the products are delivered with in time and no extension is taken by ML to supply the products.
In addition, wholesaler also expects that goods are priced in the way that sufficient margin is available for wholesalers. The margins must earn a definite amount of profit to wholesalers on regular basis.
Apart from this, wholesalers would also expect the company to organise a meeting on regular intervals to discuss business related issues. It is also expected that ML should appreciate the efforts of wholesalers in providing quality services and assisting retailers efficiently.
 
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Step 1 of 2​

It is not possible to develop a universal list of selection criteria for appraising prospective channel members. Different product lines require different profiles of channel members. It also affects the selection criteria of a company.
The selection of channel members depends upon the requirement of the company. There are different set of rules and regulations for different categories of channel members. There would be difference in educational qualification, work experience and other basic requirements for the potential channel members.

Step 2 of 2​

If a universal list is developed having general guidelines for selection criteria, then it would limit the possibility of variation in the salary package offered to the potential candidate. Besides this, it might lead towards selection of inefficient channel members. Hence, it is concluded that a universal list comprising different criteria for appraising prospective channel members could not work efficiently.
 
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