The document discusses criteria for selecting and appointing channel members or distributors, including their size, sales strength, product lines, reputation, market coverage, sales performance, management, advertising, and compensation acceptance. When appointing distributors, the key points to consider are properly defining their area and market, setting margins for products, establishing terms for distribution methods, staffing, agreement time periods, merchandise flow, payment terms, and sales promotion issues.

1. Amity Business School MBA Class of 2010, Semester II Distribution & Logistics Management Ms.Vandana Gupta

2. CHANNEL MEMBERS (DISTRIBUTOR’S) SELECTION AND APPOINTMENT

3. SOME CRITERIA FOR SELECTING INTERMEDIARIES

4. Size of prospective channel member Sales Strength Product lines Reputation Market Coverage Sales Performance Management Advertising and sales Promotion Sales Compensation

5. Acceptance of training assistance Transportation Savings Inventory Warehousing Lot quantity Costs

6. At the time of Appointment of distributors, mainly following points should be taken into consideration :

7. Area and market properly defined Distributor’s margin for various products defined Terms and conditions regarding distribution method Size of distribution sales staff Time period of agreement

8. Terms and conditions regarding forward flow of merchandise Payment related terms and conditions Sales Promotion related issues.