working of planning_and_control

Jun 28th, 2015
Studypool Tutor
Acadia University
Price: $25 USD

Tutor description

Selecting Channel Members Motivating Channel Members Notion of Fairness: A dental supply company, instead of paying a straight 35% commission to distributors, pays 20% for carrying out the basic sales work, 5% for carrying a 60 day inventory, 5% for paying bills on time and 5% for reporting consumer purchase information Evaluating Channel Members Sales quota attainment; average inventory levels; customer delivery time; treatment of lost and damaged goods; co-operation in promotional & training programs

Word Count: 903
Showing Page: 1/21
DISTIBUTION PLANNING ANDCONTROLINDEXCHANNEL MANAGEMENT DECISIONS CHANNEL DYNAMICS CHANNEL CONFLICT AND MANAGEMENTCHANNEL MANAGEMENTDECISIONSSelecting Channel MembersMotivating Channel Members Notion of Fairness: A dental supply company, instead ofpaying a straight 35% commission to distributors, pays20% for carrying out the basic sales work, 5% forcarrying a 60 day inventory, 5% for paying bills on timeand 5% for reporting consumer purchase informationEvaluating Channel Members Sales quota attainment; average inventory levels;customer delivery time; treatment of lost and damagedgoods; co-operation in promotional & training programsChannel management decisionsSelecting Channel Members1.Producers should determine characteristics todistinguish the better intermediariesCharacteristics like number of years in business,other lines carried, growth and profit record,solvency, cooperativeness, and reputationSelection, a two-way process: Just as producersselect their channel members, the intermediariesalso select their producer partners.Contd.Training and Motivating ChannelMembers2.Careful training programs, capability-building andmarket research programs for the distributorsand dealers because the intermediaries will beviewed as the company by end usersTraining initiatives keep employees updated onthe latest product specifications and servicerequirementsMotivating the in

Review from student

Studypool Student
" Top quality work from this guy! I'll be back! "
Ask your homework questions. Receive quality answers!

Type your question here (or upload an image)

1829 tutors are online

Brown University





1271 Tutors

California Institute of Technology




2131 Tutors

Carnegie Mellon University




982 Tutors

Columbia University





1256 Tutors

Dartmouth University





2113 Tutors

Emory University





2279 Tutors

Harvard University





599 Tutors

Massachusetts Institute of Technology



2319 Tutors

New York University





1645 Tutors

Notre Dam University





1911 Tutors

Oklahoma University





2122 Tutors

Pennsylvania State University





932 Tutors

Princeton University





1211 Tutors

Stanford University





983 Tutors

University of California





1282 Tutors

Oxford University





123 Tutors

Yale University





2325 Tutors