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ID:62545650
大小:2.33 MB
页数:32页
时间:2021-05-12
《[精选]营销管理ch16-经销商与通路商.pptx》由会员上传分享,免费在线阅读,更多相关内容在应用文档-天天文库。
1、16WholesalingandPhysicalDistributionObjectivesTounderstandthenatureofwholesalinginthemarketingchannelToexplainwholesalers’functionsTounderstandhowwholesalersareclassifiedTorecognizehowphysicaldistributionactivitiesareintegratedintomarketingchannelsandoverallmarketingstr
2、ategies2Copyright©HoughtonMifflinCompany.Allrightsreserved.ObjectivesToexaminethemajorphysicaldistributionfunctionsoforderprocessing,inventorymanagement,materialshandling,warehousing,andtransportationTodiscussthestrategicimplicationsofphysicaldistributionsystems3Copyrigh
3、t©HoughtonMifflinCompany.Allrightsreserved.ChapterOutlineTheNatureofWholesalingTypesofWholesalersTheNatureofPhysicalDistributionFunctionsofPhysicalDistributionStrategicIssuesinDistribution4Copyright©HoughtonMifflinCompany.Allrightsreserved.TheNatureofWholesalingWholesali
4、ngTransactionsinwhichproductsareboughtforresale,formakingotherproducts,orforgeneralbusinessoperationsWholesalerAnindividualororganizationthatfacilitatesandexpediteswholesaletransactionsHandlesthephysicaldistributionofgoodsFurnisheschannelinformationtofacilitateandma
5、nagethesupplychannel5Copyright©HoughtonMifflinCompany.Allrightsreserved.6Copyright©HoughtonMifflinCompany.Allrightsreserved.TheNatureofWholesaling(cont’d)ServicesProvidedbyWholesalersServeasanextensionoftheproducer’ssalesforcethroughcontactwithsuppliersandretailersLendfi
6、nancialassistanceforthedistributionchannelTransportingandwarehousinginventoriesAssumingcreditrisksofbuyers/customersPurchasingproducers’entireoutput:convertingproducer’soutputimmediatelytoworkingcapitalChannelinginformationfromandtosellersandbuyers7Copyright©HoughtonMiff
7、linCompany.Allrightsreserved.TheNatureofWholesaling(cont’d)AdvantagesinUtilizingWholesalersHaveclosercontactwithretailersArelessexpensiveandmoreefficientthanmaintaininganindependentsalesforceCanspreadsellingcostsovermoreproductsCanassistinselectingoptimuminventoryAreexpe
8、rtsinnegotiatingfinalpurchasesAreknowledgeableaboutsourcesofsupplyPerformphysicaldistributionactivities
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