1. From the point of view of PepsiCo, what are the advantages of a contractual channel system over a traditional or administered channel system?
2. Why doesn’t PepsiCo acquire the bottler/wholesalers or in some other way take over the wholesale distribution of Pepsi beverage products?
3. How would you describe the job of a salesperson who works for PepsiAmericas, Inc.? What types of activities does this person perform?