DISTRIBUTION CHANNELS

ROBINSON ALEXIS MANCO CANO

SENA

VIRTUAL

TECNOLOGÍA EN NEGOCIACIÓN INTERNACIONAL

MEDELLÍN

2019
 Actividad de aprendizaje 4

Evidencia 2: Workshop “Distribution channels”

Luego de estas consultas, resuelva el siguiente taller en inglés:

1. Lea cuidadosamente la siguiente conversación:

Susan: Good morning Mr. White.

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.

Mr. White: What about the exclusive strategy?

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?

Susan: Well, I consider that the selective strategy is the best.

 Mr. White: You’re right. Well done.

Susan: Thanks, Mr. White.

2. Responda T si es verdadero o F si es falso.

a. The Company product is a cake.

T (X ) F ( )

b. The meeting objective is to choose the product’s price.

T ( ) F (X )

c. Susan proposes three distribution strategies.

T ( X) F ( )

d. The selective strategy pretend to reach many POS.

T ( ) F (X )

e. The exclusive strategy is difficult to control.

T ( ) F (X )

f. Mr. White chooses the intensive strategy.

T ( ) F (X )

3. Lea el siguiente texto y responda las preguntas planteadas posteriormente:

Economic aspects – understanding of cannel emergence

Preguntas:

1. The raise of such many intermediaries, are explained in _FOUR__ steps.

a. Three.
b. Two.
c. Five.
d. Four.
 2. Intermediaries make:
Teacher in the text indicates the 4 aspects they have in the answers so I have the
doubt which is the most appropriate. Thank you.

a. Process of exchange.
b. Transactions routine.
c. New members.
d. Assortments.

3. A member of a distribution channel depends on:

a. Other channel members.

b. The retailers.
c. The wholesalers.
d. Intermediaries.

4. The ‘trust’ approach is based on:

a. The role of another company.

b. The percentage of sales.
c. How much companies trust each other.
d. Channel members.

5. The ‘role performance’ approach assesses:

a. The firm’s role performance.

b. The other channel members’ behavior.
c. Retailers.
d. Wholesalers.

4. Describa en inglés un producto de su preferencia, asígnele una marca y presente,

tanto las características como los costos de dicho producto, luego seleccione un
canal y tipo de estrategia de distribución según la clase de producto.
The selected product will be Black and White Chocolate Sweets, its presentation will be
individual, for three, six and twelve chocolates, its brand will be SWEET CHOCOLATE
WON K. Dark chocolate will have an inner filling of sweet and sour arequipe and white
chocolate will have an inner filling of sweet arequipe. The presentations of six and
twelve will come with the white half and the other black. The distribution channel will be
through intermediaries so that the costs are not so long and because it is a widely used
channel for this type of products, the type of distribution strategy will be to talk with the
intermediaries of the product to reach an agreed price of The same distribution on the
part of them in the market so that it is thus to have a reception and rotation in greater
quantity in the market, therefore, it will be an indirect distribution. The product costs for
the intermediaries will be, the unit of each chocolate will have a base of $ 570, the box
of 3 will cost $ 1695, that of 6 $ 3,360, that of 12 will be worth $ 6,672 pesos so that the
intermediary can define the market price of a considerable value, not so high.