TAILIEUCHUNG - Lecture Sales and distribution management: text and cases: Chapter 9 - Krishna K Havaldar, Vasant M Cavale

Chapter 9, marketing channels. After studying this chapter you will be able: Understand channel structure and how channels manage discrepancies, understand concept of channel flows, relationship of channel flows to service levels, understand channel formats and levels, understand what channel systems are expected to deliver, prominent marketing and channel systems. | Chapter 9 Marketing Channels SDM- Ch 9 Tata McGraw Hill Publishing Learning Objectives Understand channel structure and how channels manage discrepancies Understand concept of channel flows Relationship of channel flows to service levels Understand channel formats and levels Understand what channel systems are expected to deliver Prominent marketing and channel systems SDM- Ch 9 Tata McGraw Hill Publishing Channel Functions Information gathering Consumer motivation Bargaining with suppliers Placing orders Financing Inventory management Risk bearing After sales support SDM- Ch 9 Tata McGraw Hill Publishing Role of Intermediaries Company 1 Company 2 Company 3 Intermediary Large number of CONSUMERS Direct and Indirect . SDM- Ch 9 Tata McGraw Hill Publishing Direct Distribution Company to consumers or retailers without use of intermediaries. Also includes reaching Institutional buyers. Selling on the Internet If products are technically complex, this system is preferred .

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