Chapter 13 Distributing and Promoting Products 2013 SouthWestern

Chapter 13: Distributing and Promoting Products © 2013 South-Western, a part of Cengage Learning. All rights reserved. Chapter 13| Slide 1

Learning Objectives 1. 2. 3. 4. 5. Identify the various distribution channels and explain the concept of market coverage. Understand how supply chain management facilitates partnering among channel members. Discuss the need for wholesalers, describe the services they provide, and identify the major types of wholesalers. Distinguish among the major types of retailers and shopping centers. Explain the five most important physical distribution activities. © 2013 South-Western, a part of Cengage Learning. All rights reserved. Chapter 13| Slide 2

Learning Objectives (cont. ) 6. 7. 8. 9. 10. 11. Explain how integrated marketing communications works to have the maximum impact on the customer. Understand the basic elements of the promotion mix. Explain the three types of advertising and describe the major steps of developing an advertising campaign. Recognize the kinds of salespersons, the steps in the personal selling process, and the major sales management tasks. Describe sales promotion objectives and methods. Understand the types and uses of public relations. © 2013 South-Western, a part of Cengage Learning. All rights reserved. Chapter 13| Slide 3

Distribution Channels and Market Coverage Commonly Used Distribution Channels 1. Producer to Consumer 2. Producer to Retailer to Consumer 3. Producer to Wholesaler to Retailer to Consumer 4. Producer to Agent to Wholesaler to Retailer to Consumer 5. Producer to Business User 6. Producer to Agent Middleman to Business User 7. Using Multiple Channels § Level of Market Coverage § Partnering Through Supply-Chain Management § © 2013 South-Western, a part of Cengage Learning. All rights reserved. Chapter 13| Slide 4

Marketing Intermediaries: Wholesalers Provide Services to Retailers and Manufacturers § Types of Wholesalers 1. Merchant Wholesalers 2. Agents and Brokers § © 2013 South-Western, a part of Cengage Learning. All rights reserved. Chapter 13| Slide 5

Marketing Intermediaries: Retailers Types of Retail Stores § Types of Nonstore Selling § Type of Shopping Centers § © 2013 South-Western, a part of Cengage Learning. All rights reserved. Chapter 13| Slide 6

Physical Distribution § § § Inventory Management Order Processing Warehousing Materials Handling Transportation © 2013 South-Western, a part of Cengage Learning. All rights reserved. Chapter 13| Slide 7

What Is Integrated Marketing Communications? § The Promotion Mix: An Overview 1. Advertising 2. Personal Selling 3. Sales Promotion 4. Public Relations © 2013 South-Western, a part of Cengage Learning. All rights reserved. Chapter 13| Slide 8

Advertising Types of Advertising by Purpose § Major Steps in Developing an Advertising Campaign § Advertising Agencies § Social and Legal Considerations in Advertising § © 2013 South-Western, a part of Cengage Learning. All rights reserved. Chapter 13| Slide 9

Personal Selling Kinds of Salespersons 1. Order Getters 2. Order Takers 3. Support Personnel § The Personal-Selling Process 1. Prospecting 2. Approaching the Prospect 3. Making the Presentation 4. Answering Objections 5. Closing the Sale 6. Following Up § Major Sales Management Tasks § © 2013 South-Western, a part of Cengage Learning. All rights reserved. Chapter 13| Slide 10

Sales Promotion Objectives § Sales Promotion Methods § Selection of Sales Promotion Methods § © 2013 South-Western, a part of Cengage Learning. All rights reserved. Chapter 13| Slide 11

Public Relations Types of Public-Relations Tools § Uses of Public Relations § © 2013 South-Western, a part of Cengage Learning. All rights reserved. Chapter 13| Slide 12