科特勒营销管理(IV).pptxVIP

Chapter 16Selecting and Managing Marketing Channels第一页，共十三页。 ObjectivesWork Performed by Marketing ChannelsChannel-Design DecisionsChannel-Management DecisionsChannel Dynamics第二页，共十三页。 How a Distributor Reduces theNumber of Channel Transactions= Customer= ManufacturerA. Number of contacts without a distributorM x C = 3 X 3 = 9132456789第三页，共十三页。 How a Distributor Reduces theNumber of Channel Transactions= Distributor= Customer= ManufacturerB. Number of contacts with a distributorM x C = 3 + 3 = 6Store123456第四页，共十三页。 Distribution Channel FunctionsOrderingPaymentsCommunicationTransferNegotiatio