A marketing channel can be defined as a group of exchange relationships, which create customer value in acquiring. The channels are nothing but ways or outlets to market and sell products. A distribution channel is the route through which goods or services move from the company to the customer or the transfer of payment happens from the customer to the company. The term channel management is widely used in sales marketing parlance. Hi guys, i am sharing this excellent summary ebook on the subject sales management in pdf format. Human resource management deals with issues related to employees such as.
Fmcgselectivepreferred for consumer, pharma products and automobile sparesmultiple, but not all outlets in the marketfew select outlets will be permitted to keep the productoutlets are selected in line with the brand image the. The key topics covered in this mba summary ebook notes of marketing management are as follows. Marketing is the process of planning and executing the conception, pricing, promotion, and distribution of ideas, goods, and services to create exchanges that satisfy individual and organizational objectives. To understand what a marketing channel is, think of the metaphor of a road that a product takes from production to consumption. This definition implies several important characteristics of the channel.
Pelton is an awardwinning teacher and researcher in the college of business administration at the university of north texas. Generally, the manufacturers are seen, dominating the behavior of other channel partners and influencing their actions according to its requirements. The channel power refers to the ability of any one channel member to alter or modify the behavior of other members in the distribution channel, due to its relatively strong position in the market. Marketing management is the process of planning and executing the conception, pricing, promotion, and distribution of ideas, goods, and services to create exchanges that satisfy individual and organizational goals. Marketing managementis the process of planning and executing the conception, pricing, promotion, and distribution of ideas, goods, and services to create exchanges that satisfy individual and organizational goals.
This involves a number of activities such as product planning, pricing, promotion, use of middlemen wholesalers, retailers, etc. Channels it is defined as the management of types all activities which facilitate, movement and coordination of roles supply and demand in creation of time, place utility in goods functions selection12122012 indian institute of management raipur 4. The channel management process open textbooks for hong kong. Specifying the distribution tasks the job of the channel manager in outlining distribution functions or tasks is a much more specific and situationally dependent one. Pdf managing marketing channel multiplicity researchgate.
The objective of the course is to provide students with a perspective of international marketing management, its environment and complexities. Marketing is the management marketing is the management process that identifies, anticipates and satisfies customer requirements. Brandscan now be direct sellers, content producers, bloggers, tweeters and even friends without having to rely on media to. This is the introduction video of my channel named learning to learn. Overview refresher coordination incentives solutions channel design channel management. Marketing channel concepts 1 4 use of the term channel manager few firms actually use this term in their job title descriptions. Channel management use contracts to align incentives colocation standardization exclusivity.
Usually, the firms tend to use a similar channel as used by the competitors. The kinds of tasks required to meet specific distribution objectives must be precisely stated. The chapter closes with an examination of the flow in and the through marketing channels and how these. Quality notes, study materials, academic contents, videos and. Refresher coordination and incentives coordination decisions are mutually dependent incentive conflicts goals not aligned. Distribution channels can mean selling of products directly or selling through wholesalers, retailers etc. Video created by ie business school for the course channel management and retailing. Sales management differs from other fields of management, mainly in different aspects. The channel manager needs to understand how the other marketing mix variables interface with the.
A key focus is to develop the planning and analytical skills necessary to manage marketing plans and strategy. Our approach to sales transformations encompasses how and to whom companies sell their products and services, the channels they use, and the backoffice. Marketing mngmt distribution channels tutorialspoint. When managing, motivating, and monitoring marketers should constantly evaluate the channel to see whats working, what isnt, and what can be. The marketing concept, a crucial change in management philosophy, can be explained best by the shift from a sellers market one with a shortage of goods and services to a buyers market one with an abundance of. Pdf marketing channel management and the sales manager.
Fmcgselectivepreferred for consumer, pharma products and automobile sparesmultiple, but not all outlets in the marketfew select outlets will be permitted to keep the productoutlets are. Question discuss the nature and scope of human resource management. Scope and significance of international marketing, the importance of international marketing, differences between international and domestic marketing international. Thus, simultaneous with the changes taking place in the business, as well as marketingorientation, anew concept of sales management has evolved. Pdf advances in information technology and changing customer needs for. Tele marketing, televised marketing and network marketing. Understand the principles of specialization and division of labor as well as contactual ef. Factors affecting the distribution policy 1 the amount of stay away from market and create the ineffective or inefficient communication problems and the. Marketing channels help this exchange process to take place. Distribution or marketing channels are systems of mutually dependent organisations included in the process of making goods or services available for use or consumption.
Product brand and product management, pricing, place distribution channel strategy and retail and promotion communication strategies, pr and. Management of marketing channel refers to the process of analysing, planning, organizing and controlling its marketing channel. Channel flow and structure the channel flow is a flow which relates different agencies involved in the distribution of goods and products. International marketing exam notes marketing and marketing. Answer introduction to human resource management human resource management is a management function concerned with hiring, motivating, and maintaining workforce in an organization.
In 1989, i taught a course on project management to business and government. Pp163a marketing channel functions performed by intermediaries transactional function logistical functionbuying. Chapter 15 designing and managing integrated marketing channels. Mba marketing management this course introduces basic concepts of the marketing process from the perspective of the marketing manager and provides a framework for the analysis of marketing management problems. International marketing exam notes marketing and marketing management marketing is an organizational function and a set of processes for creating, communicating, and delivering value to customers and for managing customer relationships in ways that benefit the organization and its stakeholders. Mba sales management summary ebook, lecture notes free pdf. Join us and explore the four key concepts of the marketing mix model, also known as the 4ps. A relationship management approach and was updated. Marketing is the performance of activities that seek to accomplish an or ganization s objectives by anticipating customer or client needs and directing the flow of need satisfying goods and services from producer to customer or client. Marketing channel management and the sales manager.
Useful notes on international marketing channel system. List of topics covered in sales management summary ebook, lecture notes for mba. Marketing is the management marketing is the management process that identifies, anticipates. Effective channel management strategies segmenting the.
In marketing channel two different activities occur. Determining channel responsibilities is an important part of channel management. In this specialization we will delve into the marketing mix and the skillset needed to implement successful marketing strategies. Between 2017 to 2018 the number of companies organizing 20 or more events per year increased by 17%. Case study writeup sandhya gupta deepshikha verma channel.
Marketing channels edinburgh business school vii module 3 conventional marketing systems 31 3. Purchasing products for resale or as an agent for supply of a productselling. Nov 16, 2011 summary many factors affect choice of marketing channel that includes nature of product, consumer, company, middlemen and market considerations channel structure varies from 0 level to multi level nonconventional channel includes doortodoor, consumer cooperatives etc. But some firms, to stand out and appeal to the consumer, use a different distribution channel than the competitors. This ebook is highly recommended for mba or pgdm students and comprise of revision lecture notes as well. Salesmanagement differs from other fields of management, mainly in different aspects. A product must be produced, packaged, transported, marketed to the public, probably transported again, and finally purchased by a consumer.
The structure and management of the marketing channel is thus in part a function. A management view 7th edition custom discussion and chapter questions and find marketing channels. Thus, simultaneous with the changes taking place in the business, as well as marketing orientation, anew concept of sales management has evolved. Dec 12, 2012 intensivedistribution through every reasonable outlet availablestrategy is to make sure that the product is available easily in as many outlets as possibleexample. Apr 15, 2019 the choice of the marketing channel is also affected by the channel selected by the competitors in the market. Brandscan now be direct sellers, content producers, bloggers, tweeters and even friends without having to rely on media to deliver those messages. A management view 7th edition custom study guide questions and answers. Industrial marketing management 31 2002 429 439 marketing channel management and the sales manager rajiv mehtaa, alan j.
Hamid saremi a1 and seydeh masomeh mosavi zadeh b adepartment of accounting. Marketing channel management and the sales manager article pdf available in industrial marketing management 315. One is the establishment of physical distribution system and other is management of marketing objectives. Chapter 15 designing and managing integrated marketing. This part of the definition indicates that a marketing channel. Product brand and product management, pricing, place distribution channel strategy and retail and promotion communication strategies, pr and advertising. Designing and managing marketing channels, channels. Summary many factors affect choice of marketing channel that includes nature of product, consumer, company, middlemen and market considerations channel structure varies from 0 level to multi level nonconventional channel includes doortodoor, consumer cooperatives etc. A channel is a passageway that allows the happening of certain processes. Be familiar with the concepts of channel structure and ancillary structure and recognize the difference between them. Sales and distribution management tutorial tutorialspoint. Benchmarks and trends report, most marketers believe that event marketing is the singlemost effective marketing channel for achieving business goals. The marketing channel is one of the key drivers for strategies around the marketing mix, i.
Mba sales management summary ebook, lecture notes free. Evidence suggests that a channel should be managed just like the product, promotion, and pricing functions. Pp16bb definition of marketing channel a marketing channela marketing channelisis. Mba marketing management pdf summary ebook, lecture notes. Mba marketing management full notes pdf download mba 2nd. Intensivedistribution through every reasonable outlet availablestrategy is to make sure that the product is available easily in as many outlets as possibleexample. Contracting potential customers, promoting products, and soliciting ordersrisk taking. A marketing channel can be defined as a group of exchange relationships, which create customer value in. Sales and distribution management tutorial pdf version quick guide resources job search discussion sales management is an art where the sales executive or the salesperson helps the organization or individual to achieve its objective or buy a product with their skills. The nature of trade marketing distribution channels and. Dr peltons principal research interests include marketing channels, relationship marketing and international distribution. Well adapt the second definition to define a successful marketing system. At the end of this module you will be able to distinguish the various types of distribution channels and conflicts that arise among them, as well as ways to. For the whole playlist of marketing management please refer to.
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