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Choose an organization that creates products that are sold to other businesses and uses at least two different sales channels (the organization may...

Choose an organization that creates products that are sold to other businesses and uses at least two different sales channels (the organization may or may not use any intermediaries).

1. Briefly describe the organization, its target market, its competitive situation, and the products that it produces (NOTE: If the company is very large and produces many diverse product lines, you should narrow your focus to just one division or product line of that company).

2. Classify and describe the multi-channel distribution system for the product line and assess the appropriateness of its design in relation to its desired service output levels (e.g., lot size, waiting time, spatial convenience).

3. Discuss the role that business-to-business e-Commerce plays in the marketing channel associated with the selected organization (e.g., eCommerce involving business-to-business transactions).

4. Explain how the distribution system does or could operate as an integrated logistics system (i.e., use of information technology to accomplish and/or coordinate such logistical processes as ordering, warehousing, inventory, shipping) and the benefits associated with that system strategy, or why a ILS doesn't make sense for the organization.

Please give a great deal of consideration to your selection of the organization and the product that will be used in your case. Your selection must meet the following criteria:



The organization should produce physical product that is eventually sold to businesses (if it sells to both businesses and consumers, just concentrate on the business-to-business channel).


The organization must sell its products through two or more channels (e.g., online sales, telephone sales, sales force).


The organization must make use of eCommerce in one way or another.

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8218376 - Business.doc

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