文档介绍：12–1
Business English
Chapter 13
Distributing Products
Presented by
吴德亮 管理学院市场学系
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Distributing Products
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[Objectives and Requirements]
[1]Distribution Channel which ensures that products are distributed to customers effectively and efficiently
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[Main Points of Teaching Content]
Explain advantages and disadvantages of direct distribution channel.
Identify factors that could determine optimal channel of distribution.
Differentiate between types of market coverage.
Explain how to accelerate the distribution process.
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Explain how retailers serve customers.
Explain how wholesalers can serve. manufacturers and retailers.
Explain the strategy and benefits of vertical channel integration.
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[Areas of Difficulty]
Distribution strategies
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Distributing Products
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I Channels of Distribution
Determine how the firm’s products will be accessible to customers
Convenience of place
Direct channel
Allows full control over price
Provides first-hand customer feedback
Requires more employees
Incurs more expenses to promote product
May require selling on credit
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Definitions
Place refers to how goods and services are made available to customers in the marketplace:
Location
Physical distribution / logistics
Channels of Distribution:
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Definitions
Distribution Channels
A set of anizations involved in the process of making a product available for use or consumption by the end user.