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    Oscar Javier Salazar Gomez CC. 1129583818: Evidencia 2: Workshop "Distribution Channels"

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    The document describes a workshop on distribution channels that Susan and Mr. White participated in. They discussed three distribution strategies - intensive, exclusive, and selective. The conversation concluded that the selective strategy, which uses some intermediaries but not as many as the intensive strategy, would be best for their company's products.

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    Oscar Javier Salazar Gomez CC. 1129583818: Evidencia 2: Workshop "Distribution Channels"

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    The document describes a workshop on distribution channels that Susan and Mr. White participated in. They discussed three distribution strategies - intensive, exclusive, and selective. The conversation concluded that the selective strategy, which uses some intermediaries but not as many as the intensive strategy, would be best for their company's products.

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    The document describes a workshop on distribution channels that Susan and Mr. White participated in. They discussed three distribution strategies - intensive, exclusive, and selective. The conversation concluded that the selective strategy, which uses some intermediaries but not as many as the intensive strategy, would be best for their company's products.

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    © All Rights Reserved
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    48 views6 pages

    Oscar Javier Salazar Gomez CC. 1129583818: Evidencia 2: Workshop "Distribution Channels"

    Uploaded by

    Anonymous JIgt8JnOH
    The document describes a workshop on distribution channels that Susan and Mr. White participated in. They discussed three distribution strategies - intensive, exclusive, and selective. The conversation concluded that the selective strategy, which uses some intermediaries but not as many as the intensive strategy, would be best for their company's products.

    Copyright:

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    Evidencia 2: Workshop “Distribution channels”

    OSCAR JAVIER SALAZAR GOMEZ


    CC. 1129583818

    Servicio Nacional de Aprendizaje Sena

    NEGOCIACIÓN INTERNACIONAL (1667872)

    Bogotá, D.C
    2018
    Evidencia 2: Workshop “Distribution channels” 

    Luego de estas consultas, resuelva el siguiente taller en inglés:

    1. Lea cuidadosamente la siguiente conversación:

      Sus an: Good morning Mr. White.

     Mr. White: Good morning, Ms. Susan. Can we start the meeting?


      Sus an:  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.

      Sus an: 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.

     Mr. White: What about the exclusive strategy?

      Sus an: 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.

     Mr. White: Sounds god to me. And the last one?

      Sus an: 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 p rofitable it is.
    Hhhhmmm, well. What do you think?

      Sus an: Well, I consider that the selective strategy is the best.

     Mr. White: You’re right. Well done.


      Sus an: Thanks, Mr. White.

    2. Responda T si es verdadero o F si es falso.


    a. The Company product is a
    cake. T ( ) F ( x    )

    b. The meeting objective is to choose the product’s price.


    T ( ) F   (  x   )

    c. Susan proposes three distribution


    strategies. T   (  x   ) F ( )

    d. The selective strategy pretend to reach many


    POS. T ( ) F   (  x   )

    e. The exclusive strategy is difficult to


    control. T ( ) F ( )

    f. Mr. White chooses the intensive


    strategy. T ( ) F   (  x   )

    3. Lea el siguiente texto y responda las preguntas planteadas posteriormente:

    E conomic as pects – understanding of cannel emerg ence

    Economic reasons are the foremost determinant of channel structure. The


    emergence of the wide variety of intermediaries can be explained in terms of four
    logically related steps in an economic process:

     Intermediaries can increase the efficiency of the process of exchange,


     They align the quantities and assortments produced with the quantities and
    assortments consumed,
     They make transactions routine, and
     They facilitate the searching process.
    Dependence and cooperation

    Each member of a distribution channel is dependent upon the behaviour of other


    channel members. Four different approaches have been used to assess
    dependence levels in channel relationships:

     The ‘sales and profit’ approach, which postulates that the larger the
     percentage of sales and profit contributed by the source firm, the greater the
    target’s dependence on the source.

     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.

     The ‘specific assets –offsetting investment’ approach, which maintains that


    offsetting investments help to safeguard the target company against
    opportunism by the source.

     The ‘trust’ approach, in which a long -term relationship is built on the extent


    1
    to which companies trust one another.

    Preguntas:

    1.The raise of such many intermediaries, are explained in steps.

    a.Three.
    b. Two.
    c. Five.
    d. Four.

    2.Intermediaries make:

    1
     Buhalis, D. y Laws, E. (2001). Tourismo distribution channels. Cornwall, Reino Unido: Thomson Learning.
    a.Process of exchange.
    b. Transactions routine.
    c. New members.
    d. Assortments.

    3.A member of a distribution channel depends on:

    a. Other channel members.


    b.The retailers.
    c.The wholesalers.
    d.Intermediaries.

    4. The ‘trust’ approach is based on:

    a.The role of another company.


    b. The percentage of sales.
    c. How much companies trust each other.
    d. Channel members.

    5. The ‘role performance’ approach assesses:

    a. The firm’s role performance.


    b.The other channel members’
    behavior . c. Retailers.
    d. Wholesalers.
    4. Describa en inglés un producto de su preferencia, asígnele una marca y presente,
    tanto las características como los costos de dicho producto, luego seleccione un canal
    y tipo de estrategia de distribución según la clase de producto.

    KIND OF
    DISTRIBUTION
    PRODUCT MARK CHARACTERISTICS COST DISTRIBUTION
    CHANNEL STRATEGY

    Trululu gummies crispy on


    TRULULU the outside and soft inside, Intensive
    $ 4240 Retailer channel
    more than 20 flavors distribution strategy
    presentation of 12 units.

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