Chapter+Eleven_shortened

Chapter+Eleven_shortened - Marketing 350 Fall 2010 Chapter...

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Click to edit Master subtitle style Marketing 350 Fall 2010 Chapter Eleven: Wholesaling
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Total System Suppliers
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Wholesaling Wholesalers…. Ø Marketing intermediaries that Ø Sell to retailers,
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Wholesaling (cont.) Ø Facilitate exchange through
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Wholesalers Ø Must justify their existence by by performing some functions Ø Merchant wholesalers take title-> Ø Agents do not
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Trends in Wholesaling Ø Globalization » Wholesaler role is greatest in
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Trends in Wholesaling (continued) Ø Growing importance of Ø Wholesalers face slow growth 1. 2. 3.
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Typology Ø Merchant wholesalers (often called distributors)
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Typology (cont.) Ø Agents, brokers, commission merchants Ø Manufacturer’s sales branches and offices
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Agents, Brokers, Commission Merchants Ø May take possession, but Ø Paid on
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Agents, Brokers, Commission Merchants (cont) Ø Develop relationships between » Brokers --
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Agents, Brokers, Commission Merchants (cont) Ø Commission merchants » more negotiation power, more closely
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Manufacturer’s Agents or Representatives Ø Sell related, but Ø Often have exclusive Ø Work under
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Level of Sales
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Chapter+Eleven_shortened - Marketing 350 Fall 2010 Chapter...

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