Objective 4.09 Study Guide - 1

  1. Identify ______that affect the choice of ______of distribution.
  2. Nature of ______there are many aspects of ______which determine the choice of channel of ______The most important consideration in choosing a distribution ______is that market segment the ______wants to reach. Changes in ______buying behavior may influence a channel ______.
  3. Nature of ______-considerably affects the ______of channel of distribution.
  4. Nature of the ______– a firm having enough ______resources can afford to its own a ______force and retail outlet, or both.
  5. ______consideration -if the right kind of ______having the necessary experience, contacts, ______strength and ______are available, their use is preferred as they can ensure success of newly introduced ______.
  1. Describe how the following ______affect selection of ______channels:
  2. Nature of ______-
  3. industrial/consumer ______– when the product being ______and sold is industrial in nature, ______channel is useful because of the ______small number of customers need for ______attention, customer ______requirements and after sale ______
  4. perishable ______– when products are ______nature, like milk, dairy ______bread and meat, etc., it is ______to opt for direct channel
  5. ______– when product sale is subject to ______variations like woolen textile in India. In such cases ______are seldom prepared undertake the function of inventory carrying and as consequence ______build up indirect distribution channels
  6. technicality – when product is very ______and complex like ______business machines etc. the direct ______is relatively more useful
  1. Market ______and location
  2. consumer-the number of consumers, their ______location and ______pattern considerable ______the choice of a channel
  3. ______-the relative strengths & ______of intermediaries and the differences in the types o unctions performed and ______and privileges desired by them often determine the choice of ______
  4. ______– the distribution ______used by ______also influence the channel choice because it may be the ______channel used by all those ______in the field
  5. Access to channel ______
  6. middlemen/ ______-engaged in the process of ______of title of goods
  7. marketing i ______, operating between the producer and the ______or industrial purchaser
  8. ______intermediaries, selling primarily to retailers, other ______or industrial users
  9. retailers, ______goods and services to individuals for their own use ______than the resale
  1. Explain ______for selecting ______of distribution.

Steps for ______distribution include:

  1. Identify how ______products are sold.
  1. Analyze ______, weaknesses, opportunities, and ______for your business.
  2. Examine costs of ______and sales force options.
  1. Determine which distribution ______match your overall ______strategy.
  2. Prioritize your ______choices.

This planning ______is valuable regardless of the ______of your business.

  1. Demonstrate ______for selecting ______of distribution.

The selection of a ______channel depends on several ______: the market,

the ______, the

producer, and the ______

  1. “ ______factor -The most important ______in choosing a ______channel is that market ______the producer wants to reach. Changes in ______buying behavior may influence a ______decision.
  2. ______factors - Products that are complex, ______, custom- made, and ______move through shorter ______channels. Inexpensive and ______products are typically sold through ______channels.
  3. ______factors – Producers that offer a broad ______line and have the ______and marketing ______to distribute and promote their ______are more likely to use a shorter channel of distribution.” ______of channels for ______goods and services:
  4. Channel A – There are ______ways in which direct ______is used for ______goods:

selling ______at the production site having a sales force call on ______at home using catalogs or ______to generate ______having a ______representative call a ______on the telephone (telemarketing) using the ______to make online sales

  1. Channel B – most commonly used for ______that dates quickly or needs ______– distribution of ______and ______goes from manufacturers/ ______to retailers to consumers
  2. Channel C - the most ______distribution method for staple ______which are items that are always ______in stock and whose ______do not change frequently – ______of goods and services ______from manufacturers/producers to ______to retailers to consumers
  3. Channel D – this ______is for manufacturers who wish to ______on production and leave ______and distribution to others – distribution of ______and services goes from manufacturers/ ______to ______to wholesalers to ______to consumers
  4. Channel E – this channel is chosen by ______who do not want to handle their own ______to retailers – ______of goods and ______goes from manufacturers/producers to ______to retailers to consumers

Types of ______for industrial ______goods and services:

  1. Channel A – most common ______of distribution for major ______used in ______and other ______– goods/services goes directly from manufacturer/producer to i ______user
  2. Channel B – used most often from ______standardized parts and ______supplies needed to run a business – goods/ ______goes from manufacturer/producer to ______distributors to industrial users
  3. Channel C – small ______who do not have the time or money to ______in a direct sales – goods/services goes from manufacturer/producer to ______to industrial ______to industrial users
  4. Channel D – used when a ______does not want to hire its own ______once – goods/ ______goes from manufacturer/producer to ______to industrial ______
  1. “Competitive factors - ______consider how well an ______performs marketing functions. A ______may become less ______when an intermediary fails to adequately ______the firm's products.” ( ______/library/Chapters/CHPT15-04.pdf)

______distribution means that you only ______to a small number of customers based on

  1. Type of store, e.g., ______or specialty
  2. ______location
  3. Minimum ______, and
  4. The ______of the store

Exclusive ______strategies are developed to create and ______a certain image for the products.

______distribution can create exclusivity. ______can also be created by limiting the ______of goods available, such as ______editions. For example, some ______label or store brands, such as Nordstrom's and Saks Fifth Avenue, are ______only at those stores

Mass ______is an alternative distribution ______. You will use this strategy if you want to sell to as many customers in the ______as you can. Examples of ______merchants: JC Penney and Wal-Mart