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13 Cards in this Set

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Channel length: how many________am I working with?

Intermediaries

Intermediaries AKA?

Distribution channel members.

Downstream channel

Marketer - - - > customer


*control

Upstream channel

Source of Timber - - - - > marketer


*cost saving and competition.

Ex: short channel

21st century insurance - - > consumers

Medium channel

Callaway golf clubs - - - >retail stores----> consumers

Is it smart to add intermediaries?

If it makes process efficient and cost effective yes.

Marketers have to pick most appropriate ______ length.

*Channel

Greatest level of benefits for_________ cost.

*Lowest

What do channel members do? Selling functions:

-Advertising by their retailers


-Generating & qualifying leads: prospective buyers

What do channel members do? Order management:

-Filling orders


-holding inventors


-storing


-invoicing


-transport & delivery

What do channel members do?


Finances:

-offer credit


-collects accounts receivable

What do channel members do?


Post-Sales service

-product training


-installing


-assisting with applications


-handling product returns


-repairing product