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Chapter 8 ,[object Object],SDM- Ch 8 Tata McGraw Hill Publishing
Learning Objectives ,[object Object],[object Object],[object Object],[object Object],[object Object],SDM- Ch 8 Tata McGraw Hill Publishing
The Marketing Mix ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],SDM- Ch 8 Tata McGraw Hill Publishing
Example ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],SDM- Ch 8 Tata McGraw Hill Publishing
Players Involved ,[object Object],[object Object],[object Object],[object Object],[object Object],SDM- Ch 8 Tata McGraw Hill Publishing What is distribution management?
Distribution Management ,[object Object],[object Object],SDM- Ch 8 Tata McGraw Hill Publishing A distribution channel…
Distribution Channels Defined ,[object Object],[object Object],SDM- Ch 8 Tata McGraw Hill Publishing
Distribution Channels ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],SDM- Ch 8 Tata McGraw Hill Publishing
Types of Channels ,[object Object],[object Object],[object Object],SDM- Ch 8 Tata McGraw Hill Publishing Channel members…
Listing of Channel Members ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],SDM- Ch 8 Tata McGraw Hill Publishing
C&FAs / C&SAs ,[object Object],[object Object],[object Object],[object Object],[object Object],SDM- Ch 8 Tata McGraw Hill Publishing
Distributors, Dealers, Stockists, Agents ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],SDM- Ch 8 Tata McGraw Hill Publishing
Wholesalers ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],SDM- Ch 8 Tata McGraw Hill Publishing
Retailers ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],SDM- Ch 8 Tata McGraw Hill Publishing
Industrial Products SDM- Ch 8 Tata McGraw Hill Publishing Producer Producer Industrial Distributor Industrial Customer Industrial Distributor Industrial Customer Agent/middleman Customers may also direct from company sales force
Consumer Products SDM- Ch 8 Tata McGraw Hill Publishing Producer Producer Producer Customer / consumer Retailer Distributor Distributor Retailer Customer/ Consumer Wholesaler Customer/ Consumer Retailer Retailers may also direct from company sales force
Patterns of Distribution ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],SDM- Ch 8 Tata McGraw Hill Publishing
Distribution Intensity ,[object Object],[object Object],[object Object],SDM- Ch 8 Tata McGraw Hill Publishing
Intensive Distribution ,[object Object],[object Object],SDM- Ch 8 Tata McGraw Hill Publishing
Selective Distribution ,[object Object],[object Object],[object Object],[object Object],[object Object],SDM- Ch 8 Tata McGraw Hill Publishing
Exclusive Distribution ,[object Object],[object Object],[object Object],SDM- Ch 8 Tata McGraw Hill Publishing Channel strategy…
Distribution Channel Strategy ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],SDM- Ch 8 Tata McGraw Hill Publishing
Customer Service Levels ,[object Object],[object Object],[object Object],[object Object],SDM- Ch 8 Tata McGraw Hill Publishing
Distribution Objectives ,[object Object],[object Object],SDM- Ch 8 Tata McGraw Hill Publishing Set of activities….
Set of Activities ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],SDM- Ch 8 Tata McGraw Hill Publishing Organization….
Distribution Organization ,[object Object],[object Object],[object Object],[object Object],[object Object],SDM- Ch 8 Tata McGraw Hill Publishing Policy and procedure..
Policy & Procedure ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],SDM- Ch 8 Tata McGraw Hill Publishing KPIs….
Key Performance Indicators ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],SDM- Ch 8 Tata McGraw Hill Publishing
Key Performance Indicators ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],SDM- Ch 8 Tata McGraw Hill Publishing CSFs…
Critical Success Factors ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],SDM- Ch 8 Tata McGraw Hill Publishing
Key Learnings ,[object Object],[object Object],[object Object],[object Object],SDM- Ch 8 Tata McGraw Hill Publishing
Key Learnings ,[object Object],[object Object],[object Object],SDM- Ch 8 Tata McGraw Hill Publishing

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Distribution 1

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  • 15. Industrial Products SDM- Ch 8 Tata McGraw Hill Publishing Producer Producer Industrial Distributor Industrial Customer Industrial Distributor Industrial Customer Agent/middleman Customers may also direct from company sales force
  • 16. Consumer Products SDM- Ch 8 Tata McGraw Hill Publishing Producer Producer Producer Customer / consumer Retailer Distributor Distributor Retailer Customer/ Consumer Wholesaler Customer/ Consumer Retailer Retailers may also direct from company sales force
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  • 18.
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  • 20.
  • 21.
  • 22.
  • 23.
  • 24.
  • 25.
  • 26.
  • 27.
  • 28.
  • 29.
  • 30.
  • 31.
  • 32.