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Fase Planeación Evidencia 2
Negociación Internacional
Ficha No.1565372
Bogotá- Cundinamarca
Evidencia 2: Workshop “Distribution channels”
Mr. White: Good morning, Ms. Susan. Can we start the meeting?
Susan: Of course, Mr. White. I have the options on the board.
Mr. White: That’s good. Remember, we need to choose the most suitable distribution
strategy for our products.
Susan: We have three strategies: Intensive, exclusive and selective. Intensive strategy
pretends to reach the largest possible number of POS (Point of Sale), but unfortunately
it’s difficult to control. That’s because we would have to deal with many intermediaries.
Susan: It’s different from the first one. Only it’s necessary one POS by each geographic
area, no matter if it’s retailer or wholesaler.
Susan: Well, it’s the selective strategy. It’s the intermediate strategy between the other
ones.
Mr. White: I don’t know. I like the first one, but I don’t know how profitable it is.
Hhhhmmm, well. What do you think?
The ‘sales and profit’ approach, which postulates that the larger the
percentage of sales and profit contributed by the source firm, the greater
the target’s dependence on the source.
a. Three.
b. Two.
c. Five.
d. Four. X
2. Intermediaries make:
a. Process of exchange. X
b. Transactions routine. X
c. New members.
d. Assortments.
4. Describa en inglés un producto de su preferencia, asígnele una marca y presente, tanto las
características como los costos de dicho producto, luego seleccione un canal y tipo de
estrategia de distribución según la clase de producto.
TYPE OF
PRODUCT MARK CHARACTERISTICS COST DISTRIBUTION DISTRIBUTION
CHANNEL STRATEGY
It contains a relative
amount of protein, oil
and is organic
coconut the house of juice
cream This cream is organic,
increases metabolism,
prevents diseases and
allows you to prepare Pound Channel Intensive
different dishes $25.000 Bulk sale distribution
strategy
Manufactured: in
Colombia.