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Evidencia 2

 Workshop “Distribution channels”

Aprendiz:

Jasbleider Santiago Miranda

Tecnología de Negocios Internacionales, SENA Regional Magdalena

Ficha No 2281762

Camila Pai

Octubre, 2022
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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.

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

a. The Company product is a cake. T ( ) F ( X )

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.

Economic reasons are the foremost determinant of channel structure. The

emergence of the wide variety of intermediaries can be explained in terms of four logically

related steps in an economic process:

 Intermediaries can increase the efficiency of the process of exchange,

 They align the quantities and assortments produced with the quantities and

assortments consumed,

 They make transactions routine, and

 They facilitate the searching process.

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Dependence and cooperation.

Each member of a distribution channel is dependent upon the behavior of other channel

members. Four different approaches have been used to assess dependence levels in channel

relationships:

 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.

 The ‘specific assets –offsetting investment’ approach, which maintains that

offsetting investments help to safeguard the target company against opportunism

by the source.

 The ‘trust’ approach, in which a long -term relationship is built on the extent to

which companies trust one another.

4. PREGUNTAS:

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

a. Three.

b. Two

c. Five.

d. Four.
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2. Intermediaries make:

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.

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c. Retailers.

d. Wholesalers.

Describa en ingles el tipo de

población a la que pretende
proyectar l producto
servicio, de acuerdo con el país
ya seleccionado.
ch are the most important
aspects to be taken into
account to choose a cleaning
product brand?
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st important aspects to be taken

into account to choose a
cleaning product brand?
s que contenga como mínimo dos
párrafos, de la lectura del segundo
material complementario
mencionado anteriormente.
Realice un resumen en inglés que
contenga como mínimo dos
párrafos, de la lectura del segundo
material complementario
mencionado anteriormente.
Realice un resumen en inglés que
contenga como mínimo dos
párrafos, de la lectura del segundo
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material complementario
mencionado anteriormente.