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MARKETING ESSENTIALS

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Distribution Decisions

This course provides an overview of the range of distribution options that are available. It then moves on to explore the selection and control of distribution channels, including sales force organizations and direct marketing.

Duration
2 - 4 hours

Audience
Managers and other professionals in any function who desire to learn or refresh their knowledge of marketing principles, techniques and skills. Especially beneficial for sales personnel, marketing and product managers and research and development staff.

Prerequisites
None

Course aim
To give the learner an understanding of how distribution can affect sales, profits and competitiveness

Learning objectives
After taking this course, the student will be able to:

List a range of distribution options that are available
Define the difference between vertical marketing systems and horizontal marketing systems
Differentiate between intensive, selective and exclusive distribution strategies
Describe a multi-channel distribution policy, using the example of Manchester United football club
List the seven functions of a distributor and the three functions of an agent
Understand how large retailers control markets
Understand sales force and direct marketing contributions
Select, control and motivate channel members

Delivery method
Online, CD

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Distribution Decisions
This course provides an overview of the range of distribution options that are available. It then moves on to explore the selection and control of distribution channels, including sales force organizations and direct marketing.
Duration	2 - 4 hours
Audience	Managers and other professionals in any function who desire to learn or refresh their knowledge of marketing principles, techniques and skills. Especially beneficial for sales personnel, marketing and product managers and research and development staff.
Prerequisites	None
Course aim	To give the learner an understanding of how distribution can affect sales, profits and competitiveness
Learning objectives	After taking this course, the student will be able to: List a range of distribution options that are available Define the difference between vertical marketing systems and horizontal marketing systems Differentiate between intensive, selective and exclusive distribution strategies Describe a multi-channel distribution policy, using the example of Manchester United football club List the seven functions of a distributor and the three functions of an agent Understand how large retailers control markets Understand sales force and direct marketing contributions Select, control and motivate channel members
Delivery method	Online, CD
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