8

Question 1

Marketing channels exist to create … Depending on the … the products will have …

Answer 1

utility for customers.

distribution

different expectation and value/utility.

Question 2

Place utility

Answer 2

the availability of a product or service in a location that is convenient to a potential custom-er. Where?

Question 3

Time utility

Answer 3

the availability of a product or service when desired by a customer. When?

Question 4

Form utility

Answer 4

the availability of the product processed, prepared, in proper condition and/or ready to use. How?

Question 5

Information utility

Answer 5

the availability of answers to questions and general communication about useful product features and benefits. E.g. marketing B2B and B2C differs.

Question 6

Types of utility (4 types)

Answer 6

Place, time, form, and information utility

Question 7

Intermediators is very good as

Answer 7

they can help sell and make them accessible to the target market.

Question 8

Describe the Establishing Channels and Working with Channel Intermediaries process

Answer 8

1. Select distributors. POWER IN THE CHANNEL (Don’t let them select you)
2. Look for distributors capable of developing markets
3. Treat local distributors as long-term partners, not temporary market entry vehicles
4. Support market entry by committing money, managers, and proven marketing ideas
5. From the start, maintain control over marketing strategy
6. Make sure distributors provide you with detailed market and financial performance data
7. Build links among national distributors

Question 9

Important: Three level of distribution

Answer 9

exclusive, selective and intensive distribution

Question 10

Exclusive distribution

Answer 10

A business that obtains goods from manufacturers and resells them to organizational users, other wholesalers, and retailers, also called distributors.

Question 11

Selective Distribution

Answer 11

Distribution in which a limited number of outlets in a given geographic area sell a manufacturer’s product.

Question 12

Intensive distribution

Answer 12

Distribution that involves the use of all suitable outlets to sell a product.

Question 13

Suppliers are chosen based on thier …
Supplier … is based on … Plus thier … also matters.

Answer 13

credibility

credibility

trustworthiness and expertise

language and cross-cultural skills

Question 14

What makes suppliers trustworthy and experts?

Answer 14

Trustworthiness means they are thruthful, unbiased and honest.
Expert means they have experience and knowledge that is relevant.