Brendan is a new sales rep and is learning about his company's corporate culture. He will try to learn about the company's

Which of the following should be the first step in distribution planning?

A) identifying the channel leader B) determining a distribution budget C) developing distribution objectives D) evaluating the internal and external environments E) determining the desired level of distribution intensity

Which term refers to validations from those who know the applicant that provide additional insight into the information furnished by the applicant?

A) background tests B) employer referrals C) polygraph tests D) reference checks