This document discusses distribution channels and sales promotion techniques. It defines distribution channels as the interconnected organizations involved in making a product available to consumers. The objectives of distribution include consumer satisfaction and profitability. It also discusses channel design decisions, functions like order processing and inventory management, and channel management considerations like identifying consumer needs and selecting the optimal channel structure.
Distribution Channel/Marketing Channels by Amitabh MishraAmitabh Mishra
This presentation talks about Place decision of marketing strategy. It presents fundamentals of Distribution Channels or Marketing Channels, functions of intermediaries, types and levels of channels, and channel management.
Distribution Channel/Marketing Channels by Amitabh MishraAmitabh Mishra
This presentation talks about Place decision of marketing strategy. It presents fundamentals of Distribution Channels or Marketing Channels, functions of intermediaries, types and levels of channels, and channel management.
Distribution Channel
Management of Distribution Channel
Need of Distribution Channel
Need for Channel Management
Channel Partners and their Functions
Difference between Distributor and Wholesaler
Choice of Distribution System
Distribution Strategy
Factors Affecting Effective Management of Distribution Channels
Channel Conflict
Conflict Resolution
Motivating Channel Members
Selecting Channel Partners
Evaluating Channels
Channel Control
POSITIONING
COMPONENTS OF POSITIONING
MARKET POSITIONING MAP
5 EASY STEPS FOR BRAND POSITIONING
REAL EXAMPLES OF MARKET POSITIONING MAP
TYPES OF MARKET POSITIONING
PRODUCT POSITIONING PROCESS
APPROCHAES TO POSITIONING STRATEGY
Retail Management Notes, Basics of Retail Management, Classification of Retailers, Types of Retailers, Scope of Retailing, Functions of Retailers, Role of Retailers in Distribution Channel, Indian retailscape, organized and Unorganized Retailers,
Distribution channels marketing management pptGanesh Asokan
Distribution channels - their Nature and importance of channels, Channel behavior & organization, Channel design decisions and Channel Management decisions.
Presentation done by the management students of D.G Vaishnav school of management for marketing internals..
Sales organization is a part of the total organization which is given the responsibility of selling of products manufactured by a company
It is another organization within the larger organization which is given the responsibility of selling function
It involves people working together for attaining the sales objectives of the company
It is concerned with planning, organizing, leading and controlling the activities of the sales force
The impact of the Internet on International MarketingAmr Elrawi
The time and cost barriers associated with access to markets have fallen significantly over the past 40 years. Internet was one of the main factors that help in reducing the cost of access to market. It has made it significantly easier for companies to trade overseas, engage with other companies on what is called B2B trading and consumers on what is called B2C trading; Internet has changed the market dynamic.
Distribution Channel
Management of Distribution Channel
Need of Distribution Channel
Need for Channel Management
Channel Partners and their Functions
Difference between Distributor and Wholesaler
Choice of Distribution System
Distribution Strategy
Factors Affecting Effective Management of Distribution Channels
Channel Conflict
Conflict Resolution
Motivating Channel Members
Selecting Channel Partners
Evaluating Channels
Channel Control
POSITIONING
COMPONENTS OF POSITIONING
MARKET POSITIONING MAP
5 EASY STEPS FOR BRAND POSITIONING
REAL EXAMPLES OF MARKET POSITIONING MAP
TYPES OF MARKET POSITIONING
PRODUCT POSITIONING PROCESS
APPROCHAES TO POSITIONING STRATEGY
Retail Management Notes, Basics of Retail Management, Classification of Retailers, Types of Retailers, Scope of Retailing, Functions of Retailers, Role of Retailers in Distribution Channel, Indian retailscape, organized and Unorganized Retailers,
Distribution channels marketing management pptGanesh Asokan
Distribution channels - their Nature and importance of channels, Channel behavior & organization, Channel design decisions and Channel Management decisions.
Presentation done by the management students of D.G Vaishnav school of management for marketing internals..
Sales organization is a part of the total organization which is given the responsibility of selling of products manufactured by a company
It is another organization within the larger organization which is given the responsibility of selling function
It involves people working together for attaining the sales objectives of the company
It is concerned with planning, organizing, leading and controlling the activities of the sales force
The impact of the Internet on International MarketingAmr Elrawi
The time and cost barriers associated with access to markets have fallen significantly over the past 40 years. Internet was one of the main factors that help in reducing the cost of access to market. It has made it significantly easier for companies to trade overseas, engage with other companies on what is called B2B trading and consumers on what is called B2C trading; Internet has changed the market dynamic.
Distribution Management, Need for Marketing Channels,Decision involved in setting up the channels, Management Strategies, Introduction to logistics Management, Retailing, wholesaling, Multi Channel Marketing.
The pharmaceutical marketing channel represents the intricate network through which pharmaceutical products move from manufacturers to end-users, encompassing various stakeholders and channels of distribution. At its core, this channel involves the coordination and collaboration between pharmaceutical companies, distributors, pharmacies, healthcare providers, and patients.
Manufacturers play a central role in this channel, investing in research, development, and production of pharmaceutical products. Distributors facilitate the logistics and transportation of these products, ensuring they reach their intended destinations efficiently. Pharmacies and healthcare providers act as crucial intermediaries, dispensing medications and providing essential healthcare services.
However, in recent years, the landscape of pharmaceutical marketing channels has undergone significant transformation, largely influenced by digital advancements and changing consumer behaviors. Direct-to-consumer advertising, social media marketing, and online pharmacies have emerged as key components, reshaping how pharmaceutical products are promoted and accessed by patients.
Navigating this complex channel requires a deep understanding of regulatory requirements, market dynamics, and consumer preferences. Effective channel management strategies involve segmentation, targeting, and positioning of products, as well as forging strong partnerships with key stakeholders.
In essence, the pharmaceutical marketing channel represents a dynamic ecosystem where innovation, collaboration, and regulatory compliance intersect to ensure the safe and effective distribution of life-saving medications to those in need.
Unlock the intricacies of the pharmaceutical marketing channel with my insightful PowerPoint presentation, crafted for dissemination on SlideShare. Delve into the multifaceted landscape of pharmaceutical marketing, where manufacturers, distributors, retailers, healthcare providers, and patients intersect. Navigate through the evolving trends shaping the industry, from the surge in digital marketing to the nuances of direct-to-consumer advertising and the impactful role of social media. Gain a deeper understanding of key stakeholders and their pivotal contributions, from manufacturers driving innovation to healthcare providers influencing prescribing decisions. Discover effective strategies for channel management, including segmentation, value proposition development, and forging robust partnerships. Explore the power of digital marketing tools, such as website optimization, social media engagement, and mobile applications, in reaching and engaging target audiences. Navigate the complex regulatory landscape with insights into FDA guidelines and ethical considerations. Illuminate your understanding through compelling case studies highlighting successful marketing campaigns and lessons learned.
This PPT waz submitted to IIPM Delhi. Our group i.e. Mehfuz,Manish,Divyank,Shikha,Yuvaraj...
If one needs n e more ppts den contact on mefuz@yahoo.co.in
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1. Distribution Management and Sales Promotion:
Sales Techniques for Consumer and Industrial Users, Channel
functions and Flows, Channel Levels, Channel Management
Decision- Communication mix- Sales force management-
Promotinal Mix- Communication Strategies.
It includes all activites concerned with the efficient
movement of goods from the place of prodction to the place of
consumption. It includes wide range of inter-related activies
which includes order process, inventory management , storage
and transportation etc.
Main objectives are
1.Consumer satisfaction 2. Profit orientation
3. Distribution Channels
Definitions:
“ A channel of distribution or marketing channel is the structure of
intra company organisation units and extra company agents &
dealers, wholesale and retail through which a commodity, product or
service is marketed” ----American Marketing Association
“Distribution Channel is a set of interdependent organisation involved
in the process of making a product or service available for use or
comsumtion by consumer or business use”. ----Phillip Kotler
Producers produce fewer products in large quantities and customers
want more product in smaller quantities and broader assortments
wanted by the customers and break them into smaller and broader
assortments wanted by the customers
4.
5. Information(Customers, Competitors and others)
Promotion
Contact(Finding and communicating with
prospective buyers)
Matching
Tranfering
Order (Backward Communication)
Financing
Risk Taking(Take the risks of carying the work)
Physical Flow(Producer to Competitors)
Title
6. Nature and Importance of Channels
Most businesses use third parties or intermediaries to bring their
products to market.
They try to forge a "distribution channel" which can be defined as
“All the organizations through which a product must pass between
its point of production and consumption“
Why does a business give the job of selling its products to
intermediaries?
The answer lies in efficiency of distribution costs. Intermediaries
are specialists in selling. They have the contacts, experience and
scale of operation which means that greater sales can be achieved
than if the producing business tried to run a sales operation itself.
7.
8. Consumer is interested in different services from the
company and the channel must deliver value to the
consumer. We need to identify his needs and satisfy it.
Consumer convenience, the mode of delivery, credit,
service, installation, place of purchase, type of product
assorment. All these factors required here.
Nature of the company, product characteristics, type
of channel memebers, competitors and the prevailing
business envornment should be considered by the
company.
Legal conditions and macro ecnomic situation of the
country should also be considered. It is based on PLC
9. After setting the channel objectives the company should
identify channel alternatives in terms of types of
intermediaries, number of intermediaries, and the
responsibilites of each member.
Types of Intermediaries:
1. Company Sales Force
2. Manufacturing Agency
3. Industrial Distributor(region wise ex:
Supermarket, mail orders, exclusive show rooms)
Number of Marketing Intermediaries:
1. Intensive Distribution (Tooth paste inMany outlets)
2. Exclusion Distribution
3. Selective Distribution
10. Number of Marketing Intermediaries:
1. Intensive Distribution (Tooth paste inMany outlets)
2. Exclusion Distribution
12. The company should select the best channel which will
suit its long term objectives.
It should consider the factors like probability, share of
control and adaptive nature of each of the channel
Cost of transaction is low for direct marketing channels
like internet and telemarketing but value addtion also
very low.
With direct sales channel like company sales force the
cost per transtion is high and the value addition is high
Indirect channels like retailers, distributors the cost per
transaction is moderate and the value addition is also
moderate.