Professional Documents
Culture Documents
Distribution Channels
Distribution Channels
Presentado por:
Dayana Andrea gomez Rodríguez
C.C: 1014265928
Negociación internacional
Tutor:
Sandra patricia rojas
Sena
Bogota 2019
1. Lea cuidadosamente la siguiente conversación:
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 ‘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.
Preguntas:
a. Three.
b. Two.
c. Five.
d. Four.
a. Process of exchange.
b. Transactions routine.
c. New members.
d. Assortments.
4. The ‘trust’ approach is based on: how much companies trust each other
a. The role of another company.
b. The percentage of sales.
c. How much companies trust each other.
d. Channel members.