Distribution Basics
These bridge the gap between a product's manufacturer and the end user
What are distribution channels?
Unlike wholesalers, these two types of intermediaries do not take title or possession of the goods they help sell.
Who are agents & brokers?
This term refers to the "feel" of a store, created by its physical layout, lighting, and even smells.
What is atmosphere?
The ultimate goal of supply-chain management is to increase this by creating a seamless process.
What is customer satisfaction?
This is any information about a company that appears in the news and is not paid for.
What is publicity?
This term refers to the process of breaking down large shipments into smaller amounts for individual retailers or customers.
What is Allocating?
This is another common name for manufacturers’ representatives.
What are manufacturers' agents?
This category includes vending machines, direct mail, and electronic retailing.
What is non-store retailing?
This is the first step in the personal selling process, involving identifying potential customers.
What is prospecting?
This modern marketing strategy aims to create "buzz" and get people talking about a product.
What is buzz marketing?
These specific intermediaries serve industrial or business customers rather than individual consumers.
What are industrial distributors?
A broker's primary job is to bring these two groups together.
Who are buyers and sellers?
These two factors regarding employees—who they are and how many are on the floor—greatly impact a store's image.-
What are employee type and employee density?
Salespeople use these types of questions to determine if a lead is actually a likely buyer.
What are qualifying questions?
This digital platform allows companies to get "closer" to customers by posting regular updates and thoughts.
What is a blog?
Distribution channels help simplify commerce by reducing this specific "number" between parties.
What is the number of transactions?
This is the primary way manufacturers’ representatives earn their income.
What is commission?
This factor in store atmosphere relates to the types of shelving and display cases used and how crowded they are.
What is fixture type and density?
This final step in the selling process ensures the customer is happy and builds long-term loyalty.
What is following up?
This term refers to the development of a company’s website to facilitate online buying and selling.
What is e-commerce?
These types of channels help a company differentiate its brand and provide unique ways to reach customers.
What are nontraditional channels?
These intermediaries act as independent sales forces for manufacturers, often representing several non-competing products.
Who are manufacturer's representatives?
In-store retailers generate the vast majority of their revenue from this specific source.
What is brick-and-mortal (physical) locations?
In the supply chain, these specialists are responsible for managing the actual physical flow of goods.
Who are physical flow process engineers?
This is a major challenge of social media; one of these can potentially close a business if it contains negative (even untrue) information.
What is a viral post?`