TAILIEUCHUNG - Lecture Sales and distribution management: text and cases: Chapter 11 - Krishna K Havaldar, Vasant M Cavale

Chapter 11, channel institutions - Wholesaling. After studying this chapter you will be able: Understand functions of a wholesaler, understand various classes of wholesalers, major wholesaling decisions, benefits and limitations of wholesalers, understand about a – distributor in more detail, trends in wholesaling practices. | Chapter 11 Channel Institutions - Wholesaling SDM- Ch 11 Tata McGraw Hill Publishing Learning Objectives Understand functions of a wholesaler Understand various classes of wholesalers Major wholesaling decisions Benefits and limitations of wholesalers Understand about a – distributor in more detail Trends in wholesaling practices SDM- Ch 11 Tata McGraw Hill Publishing Need for Wholesalers Widespread economy – consumers can only reached by thousands of retailers (except for consumer durables and industrial products) Reaching these retailers by a company directly is not possible (except for consumer durables and industrial products) Hence the need for wholesalers in two forms: Well established free-lance wholesalers Contracted distributors, stockists and agents Characteristics . SDM- Ch 11 Tata McGraw Hill Publishing Characteristics of Wholesalers Operate on large volumes but with chosen group of products Food, grocery, pharma or automobile spares etc The company itself, .

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