TAILIEUCHUNG - Lecture Sales and distribution management: Chapter 8 - Krishna K Havaldar, Vasant M Cavale

Chapter 8, distribution management & the marketing mix. After studying this chapter you will be able: Role of distribution management in the marketing mix, why distribution channels are required, distribution channel strategy, overview of distribution channel members, intensity in the distribution effort. | Chapter 8 Distribution Management & The Marketing Mix SDM- Ch 8 Learning Objectives Role of distribution management in the marketing mix Why distribution channels are required Distribution channel strategy Overview of distribution channel members Intensity in the distribution effort SDM- Ch 8 The Marketing Mix Product Place Price Promotion Distribution channels help in the ‘place’ aspect of the marketing mix Distribution provides place, time and possession utility to the consumer SDM- Ch 8 Example Consumer wants to buy a tube of toothpaste Made available at a retail outlet close to her residence – place Made available at 8 pm on a Tuesday evening when she wants it – time She can pay for the toothpaste and take it away – possession The company distribution function has made all this possible. The situation would be similar if a customer wants to buy a refrigerator or medicines or even an electric motor SDM- Ch 8 Players Involved The company and its distribution network

• Quản trị kinh doanh
• Distribution management
• Sales management
• Supply chain management
• Channel institutions
• Channel management
• Marketing mix
• Sales process
• Personal selling
• Strategic planning
• Strategic marketing
• Sales territories
• Designing sales territories
• Sales organisations
• Sales training
• Compensation plan
• Controlling the salesforce
• Channel structure
• Marketing channels
• Retail performance
• Delivering value
• Designing channel systems
• Channel information systems
• Market logistics
• International sales