Evidencia 2 Workshop Distribution
Evidencia 2 Workshop Distribution
Evidencia 2 Workshop Distribution
Presentado por:
Fase Planeación
Instructora:
Johanna Paola Romero Rincón
Mr. White: Good morning, Ms. Susan. Can we start the meeting?
Susan: Of course, Mr. White. I have the options on the board.
Mr. White: That’s good. Remember, we need to choose the most suitable distribution
strategy for our products.
Susan: We have three strategies: Intensive, exclusive and selective. Intensive strategy
pretends to reach the largest possible number of POS (Point of Sale), but unfortunately
it’s difficult to control. That’s because we would have to deal with many intermediaries.
Susan: It’s different from the first one. Only it’s necessary one POS by each geographic
area, no matter if it’s retailer or wholesaler.
Susan: Well, it’s the selective strategy. It’s the intermediate strategy between the other
ones.
Mr. White: I don’t know. I like the first one, but I don’t know how profitable it is.
Hhhhmmm, well. What do you think?
The ‘role performance’ approach, which assesses the firm’s role performance
in carrying out its role in relation to another company down or up the channel.
a. Three.
b. Two.
c. Five.
d. Four.
2. Intermediaries make:
a. Process of exchange.
b. Transactions routine.
c. New members.
d. Assortments.
1 Buhalis, D. y Laws, E. (2001). Tourismo distribution channels. Cornwall, Reino Unido: Thomson Learning.
3. A member of a distribution channel depends on:
KIND OF
PRODUCT MARK CHARACTERISTICS COST DISTRIBUTION DISTRIBUTION
CHANEL STRATEGY