[精选]市场营销英文原版16.pptx

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1、Chapter16SelectingandObjectivesWorkPerformedbyMarketingChannelsChannel-DesignDecisionsChannel-ManagementDecisionsChannelDynamicsHowaDistributorReducestheNumberofChannelTransactions=Customer=ManufacturerA.NumberofcontactswithoutadistributorMxC=3X3=9132456

2、789HowaDistributorReducestheNumberofChannelTransactions=Distributor=Customer=ManufacturerB.NumberofcontactswithadistributorMxC=3+3=6Store123456DistributionChannelFunctionsOrderingPaymentsCommunicationTransferNegotiationFinancingRiskTakingPhysicalDistribu

3、tionInformationConsumerMarketingChannelsWholesalerJobberRetailerConsumerConsumerRetailerConsumerManufacturer0-levelchannelWholesalerRetailerConsumerMfg2-levelchannelMfg3-levelchannel1-levelchannelManufacturerIndustrialdistributorsManufacturerConsu

4、merManufacturer’srepresentativeManufacturer’ssalesbranchIndustrialMarketingChannelsCustomers’DesiredServiceLevelsLotsizeWaitingtimeSpatialconvenienceProductvarietyServicebackupBreak-EvenCostChartSellingcosts(dollars)Levelofsales(dollars)Companysalesforce

5、Manufacturer’ssalesagencySBChannelManagementDecisionsSelectingFEEDBACKMotivatingTrainingEvaluatingTypesofVerticalMarketingSystemsCorporateCommonOwnershipatDifferentLevelsoftheChannelContractualContractualAgreementAmongChannelMembersAdministeredLeadership

6、isAssumedbyOneoraFewDominantMembersConventionalDistributionChannelvs.VerticalMarketingSystemsVerticalmarketingchannelManufacturerRetailerConventionalmarketingchannelConsumerManufacturerConsumerRetailerWholesalerWholesalerCausesofChannelConflictIncompatib

7、ilityDifferenceinPerceptionDependenceLegal&EthicalIssuesinChannelRelationsExclusiveDealingExclusiveTerritoriesTyingAgreementsDealers’Rights9、静夜四无邻，荒居旧业贫。。八月-21八月-21Saturday,August14,202110、雨中黄叶树，灯下白头人。。15:05:2215:05:2215:058/14/20213:05:22PM11、以我独沈久，愧君相见

8、频。。八月-2115:05:2215:05Aug-2114-Aug-2112、故人江海别，几度隔山川。。15:05:2215:05:2215:05Saturday,August14,202113、乍见翻疑梦，相悲各问年。。八月-21八月-2115:05:2215:05:22August14,202114、他乡生白发，旧国见青山。。14八月20213:05:22下午15:05:22八月-2115、比不了得就不比，得不到的就不要。。。八月213