Chapter 12 key functions of market channel members 1

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Chapter 12Key functions of market channel members:1.Information: gathering and distributing marketing research and intelligence information about actors and forces in the marketing environment needed for planning and aiding exchange2.Promotion: developing and spreading persuasive communications about an offer3.Contact: finding and communicating with prospective buyers4.Matching: shaping and fitting the offer to the buyer’s needs, including activities such as manufacturing, grading, assembling and packaging5.Negotiation: Reaching an agreement on price and other terms of the offer so that ownership or possession can be transferredChapter 13Major types of Wholesalers:1.Merchant wholesalers2.Full service wholesalers3.Wholesale merchants4.Industrial distributors5.Cash and carry wholesalers6.Drop shippers7.Rack jobbers8.Truck wholesalers9.Brokers10. Agents11.Selling agents12.Mail-order or web wholesalers13.14.Chapter 141
15.16.Five Major Promotion tools:1.Advertising: any paid form of non-personal presentation and promotion of idea, goods, or service by an identified sponsor (broadcast, print, internet)2.Sales promotion: short-term incentive to encourage the purchase or sale of a product or service (discounts, coupons, displays, demonstrations)3.Personal selling

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