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Instructor name
Course name
School name
Date
Learning Objectives
13.
2
13.
3
Important Terminology
Make-and-sell view
Sense-and-respond view
13.
4
13.
5
Flows between
levels:
Physical
Ownership
Payment
Information
Promotion
Channel Behaviour
13.
6
13.
7
Figure 13.4
Franchise organization
Horizontal marketing system
13.
8
Disintermediation:
Displacment of
traditional
resellers by new
types of
intermediaries or
by selling direct
Figure 13.5
13.
9
intermediaries:
Identifying major
alternatives:
Types of intermediaries
Number of
intermediaries
Responsibilities of each
channel member
Company sales
force
Manufacturers
agency
Industrial
distributors
13.
10
Number of Intermediaries
Intensive
distribution
As many outlets
as possible
Convenience
goods
Selective
distribution
Shopping
goods
Exclusive
distribution
Specialty
goods
13.
11
Evaluating channel
members:
Performance standards
for sales, market share,
customer service levels,
inventory carried, and
participation in company
programs
13.
12
Exclusive dealing
Exclusive territories
Tying agreements
Dealers rights
Sources of supply
Purchasing and shelving
policies
Slotting allowances
13.
13
13.
14
Figure 13.6
In Conclusion
13.
15