Place- Channels of distribution Flashcards

1
Q

What are different functions for distribution channel ?

A

Information
Promotion
Contact- Prospecting
Matching- Negotiation

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2
Q

What is the direct distribution ?

A

direct contact between producer and customer

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3
Q

What is the indirect distribution ?

A

Producers distribute products through whoesalers and retailers.

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4
Q

What is the traditional channel ?

A
  • Manufacturer
  • Distributor
  • Retailer
  • Consumer or end-user
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5
Q

What is the direct channel ?

A

Manufacturer

costumer

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6
Q

What is the process of mapping the industry channels ?

A

1 customer wants and needs
2 channel capabilities and cost
3 channel power and influence
4 competitive postures and actions

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7
Q

What are seven step process for building distribution strategy ?

A

1 articulate key goals
2 start with the perspective of the end users and identify customers needs
3 assess the capabilities of the current company channels in fulfilling customer needs
4 benchmark against key competitors
5 determine the appropriate channel options
6 set improvement goals
7 determine the appropriate channel option and the channel value chain

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8
Q

What are four step channel intermediaries system alignment process ?

A

1 set goals and targets
2 assign channel roles, responsibilities and rewards
3 measure and monitor performance
4 update and invest in appropriate channel capabilities

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