Place- Channels of distribution

Question 1

What are different functions for distribution channel ?

Answer 1

Information
Promotion
Contact- Prospecting
Matching- Negotiation

Question 2

What is the direct distribution ?

Answer 2

direct contact between producer and customer

Question 3

What is the indirect distribution ?

Answer 3

Producers distribute products through whoesalers and retailers.

Question 4

What is the traditional channel ?

Answer 4

• Manufacturer
• Distributor
• Retailer
• Consumer or end-user

Question 5

What is the direct channel ?

Answer 5

Manufacturer

costumer

Question 6

What is the process of mapping the industry channels ?

Answer 6

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

Question 7

What are seven step process for building distribution strategy ?

Answer 7

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

Question 8

What are four step channel intermediaries system alignment process ?

Answer 8

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