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Ch8: Distribution Management & The Marketing Mix

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Chapter 8 ,[object Object]
Learning Objectives ,[object Object],[object Object],[object Object],[object Object],[object Object]
The Marketing Mix ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Example ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Players Involved ,[object Object],[object Object],[object Object],[object Object],[object Object],What is distribution management?
Distribution Management ,[object Object],[object Object],A distribution channel…
Distribution Channels Defined ,[object Object],[object Object]
Distribution Channels ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Types of Channels ,[object Object],[object Object],[object Object],Channel members…
Listing of Channel Members ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
C&FAs / C&SAs ,[object Object],[object Object],[object Object],[object Object],[object Object]
Distributors, Dealers, Stockists, Agents ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Wholesalers ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Retailers ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Industrial Products Producer Producer Industrial Distributor Industrial Customer Industrial Distributor Industrial Customer Agent/middleman Customers may also direct from company sales force
Consumer Products Producer Producer Producer Customer / consumer Retailer Distributor Distributor Retailer Customer/ Consumer Wholesaler Customer/ Consumer Retailer Retailers may also direct from company sales force
Patterns of Distribution ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Distribution Intensity ,[object Object],[object Object],[object Object]
Intensive Distribution ,[object Object],[object Object]
Selective Distribution ,[object Object],[object Object],[object Object],[object Object],[object Object]
Exclusive Distribution ,[object Object],[object Object],[object Object],Channel strategy…
Distribution Channel Strategy ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Customer Service Levels ,[object Object],[object Object],[object Object],[object Object]
Distribution Objectives ,[object Object],[object Object],Set of activities….
Set of Activities ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Organization….
Distribution Organization ,[object Object],[object Object],[object Object],[object Object],[object Object],Policy and procedure..
Policy & Procedure ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],KPIs….
Key Performance Indicators ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Key Performance Indicators ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],CSFs…
Critical Success Factors ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Key Learnings ,[object Object],[object Object],[object Object],[object Object]
Key Learnings ,[object Object],[object Object],[object Object]

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Ch8: Distribution Management & The Marketing Mix

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  • 15. Industrial Products Producer Producer Industrial Distributor Industrial Customer Industrial Distributor Industrial Customer Agent/middleman Customers may also direct from company sales force
  • 16. Consumer Products Producer Producer Producer Customer / consumer Retailer Distributor Distributor Retailer Customer/ Consumer Wholesaler Customer/ Consumer Retailer Retailers may also direct from company sales force
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