Selection And Appointment

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  • Amity Business School
  • Selection And Appointment

    1. 1. Amity Business School MBA Class of 2010, Semester II Distribution & Logistics Management Ms.Vandana Gupta
    2. 2. <ul><li>CHANNEL MEMBERS </li></ul><ul><li>(DISTRIBUTOR’S) </li></ul><ul><li>SELECTION AND APPOINTMENT </li></ul>
    3. 3. SOME CRITERIA FOR SELECTING INTERMEDIARIES
    4. 4. <ul><li>Size of prospective channel member </li></ul><ul><li>Sales Strength </li></ul><ul><li>Product lines </li></ul><ul><li>Reputation </li></ul><ul><li>Market Coverage </li></ul><ul><li>Sales Performance </li></ul><ul><li>Management </li></ul><ul><li>Advertising and sales Promotion </li></ul><ul><li>Sales Compensation </li></ul>
    5. 5. <ul><li>Acceptance of training assistance </li></ul><ul><li>Transportation Savings </li></ul><ul><li>Inventory </li></ul><ul><li>Warehousing </li></ul><ul><li>Lot quantity Costs </li></ul>
    6. 6. <ul><li>At the time of Appointment of distributors, mainly following points should be taken into consideration : </li></ul>
    7. 7. <ul><li>Area and market properly defined </li></ul><ul><li>Distributor’s margin for various products defined </li></ul><ul><li>Terms and conditions regarding distribution method </li></ul><ul><li>Size of distribution sales staff </li></ul><ul><li>Time period of agreement </li></ul>
    8. 8. <ul><li>Terms and conditions regarding forward flow of merchandise </li></ul><ul><li>Payment related terms and conditions </li></ul><ul><li>Sales Promotion related issues. </li></ul>

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