Professional Documents
Culture Documents
EVIDENCIA 2
ACTIVIDAD DE APRENDIZAJE 4
2019
Actividad de aprendizaje 4
Conocer en qué consiste la selección de los canales de distribución y manejar este tema
en el idioma inglés le permite ampliar el campo de acción hacia otros países de cualquier
empresa que desee exportar un producto o servicio y con ello aumentar sus ingresos; en
caso de contar con clientes o socios de habla inglesa.
Vocabulary.
English prepositions.
Mr. White: Good morning, Ms. Susan. Can we start the meeting?
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.
Mr. White: Sounds god to me. And the last one?
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
2. Intermediaries make:
a. Process of exchange.
b. Transactions routine.
c. New members.
d. Assortments.
1 Buhalis, D. y Laws, E. (2001). Tourismo distribution channels. Cornwall, Reino Unido: Thomson Learning.
a. The firm’s role performance.
b. The other channel members’ behavior.
c. Retailers.
d. Wholesalers.
Fairy cakes
The fairy cakes are made with the
best ingredients in the market. Butter,
sugar, eggs, vanilla extract, self-raising
flour, milk; and for the icing: icing sugar,
water and food colouring. We made the
decoration you want, from sparks of colors
to tulips.
Prices
1 fairy cake: 3.000 COP
12 fairy cakes: 34.000 COP
Channel distribution:
Short channel of distribution with
intermediaries in the distribution channel.
Strategy of distribution:
Exclusive strategy with only one POS by
each geographic area.
From: Google
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