BMK10103 / BMK20103 - CHAPTER 9

Chapter 9 topic : ________ ____________ Management Channel

Distribution channel is a group of organizations or individuals who join together in the process of _________ __ __________ goods and services from producers and suppliers for end-user or industrial use.

The steps that need to be taken for distribution channel design decisions are:

• Analyze user/customer service needs

• Evaluate channel results

• Setting objectives and identifying channel barriers

• Identify key channel alternatives

Channel services are :

• Ongoing sales service

• Limited production

• Waiting time

• Purchase Size

Channel objectives need to be expressed in terms of ______ ________ _____.

Factors that affect channel planning:

• Technology channels

• Competitor channels

• Environmental channels

• Phycological channels

Alternatives that can be chosen regarding the type of intermediaries are:

• Industrial distributors

• Main holder of the industry

• Direct sales agency

• Producer agency

Selective distribution involving the number of intermediaries between _________ ___ _________ distributors.

The criteria that need to be taken into account to evaluate alternatives are:

• Economic Criteria

• Adjustment Criteria

• Social Criteria

• Control Criteria

Distribution channel management decisions:

• Set a quota

• Choose intermediaries

• Improve performance

• Encourage channel members