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1、IB-CHAPTER122Explain advantages and disadvantages of direct distribution channel.Identify factors that could determine optimal channel of distribution.Differentiate between types of market coverage.Describe the various forms of transportation used to distribute products.Explain how the distribution
2、process can be accelerated.Explain how retailers serve customers.Explain how wholesalers can serve manufacturers and retailers.Explain the strategy and potential benefits of vertical channel integration.IB-CHAPTER123direct channel 直接（销售）渠道exclusive distrubtion 独家经销full-service retail store 全方位服务的零售商
3、店independent retail store 独立/自营零售商店intensive distribution 集约性经销，密集分销market coverage 市场覆盖密度，市场覆盖面marketing intermediaries 经销中间人merchants 批发商one-level channel 一级（销售）渠道selective distribution 选择性经销self-service retail store speciality retail store 专营商店two-level channel 二级（销售）渠道variety retail store 百货商店，杂
4、货店vertical channel integration 纵向渠道联合，垂直渠道整合IB-CHAPTER124Determine how the firms products will be accessible to customers “Placing”Direct channel: no intermediaries are involved Allows full control over price Provides first-hand customer feedback Requires more employees (to sell & deliver the produc
5、ts) Incurs more expenses to promote product Have to sell on creditIB-CHAPTER125One-Level Channel One marketing intermediary is between the producer and the customerMerchantsAgentsTwo-Level Channel Two marketing intermediaries are between the producer and the customerIB-CHAPTER126Depends on products
6、characteristics Ease of transporting Degree of standardization Ability to fulfill Internet orders (direct)IB-CHAPTER127 IntensiveSelectiveExclusivethe degree of product distribution among outlets across most or all possible outletsthrough selected outletsonly one or a few outletsIB-CHAPTER128 IB-CHA
7、PTER129TransportFormsCost of transporting products can exceed production costs Efficiency of transportation Firm should estimate timing, cost, and availability IB-CHAPTER1210 the final product reaches customers more quicklyIB-CHAPTER1211 IB-CHAPTER1212 IB-CHAPTER1213Number of OutletsVariety of Produ
8、ctsStore TypeQuality of ServiceIB-CHAPTER1214WarehousingSalesDeliveryCreditInformationIB-CHAPTER1215WarehousingPromotionDisplaysCreditInformationIB-CHAPTER1216 Manufacturer RetailerTwo or more levels of distribution are managed by a single firm. This strategy can be used by retailers or manufacturer
9、s.IB-CHAPTER1217Explain advantages and disadvantages of direct distribution channel.Identify factors that could determine optimal channel of distribution.Differentiate between types of market coverage.Describe the various forms of transportation used to distribute products.Explain how the distribution process can be accelerated.Explain how retailers serve customers.Explain how wholesalers can serve manufacturers and retailers.Explain the strategy and potential benefits of vertical channel integration.