Answer the questions.

1.What is full chain of distribution?

2. What does distribution channel mean?

3. In what cases is the full chain of distribution used?

4. When is the wholesaler eliminated?

5. When is the direct selling used?

6. What are the main functions of a sales team?

7. What are the advantages of the full chain of distribution for the manufacturer and retailer?

8. What are the disadvantages of the full chain of distribution for the manufacturer and retailer?

9. What are the main three approaches to organizing the sales force?

10. What titles of sales jobs can you mention?

11. What are the functions of PR?

12. What is the difference between PR and customer services?

12* Say if the statements are true or false. Prove your point.

1. Many industrial products and services are sold directly to the consumer or user, e.g. aircraft and lathes.

2. Most consumer products are usually distributed through wholesale organizations.

3. In some industries the wholesaler may sell the goods directly to the customer and no retailer is involved.

4. Frozen-food firms and large bakeries refuse to have their own distribution network.

5. The manufacturer mass-producing the goods constantly worries about storage and distribution costs.

6. Public Relations (PR) is sometimes a separate department outside the marketing function.

Complete the sentences matching the beginning of the sentence with one of the endings.

1. By tradition many manufacturers sell their products to a wholesaler who________

2. Most consumer products are usually distributed_______________

3. In some industries the manufacturer may sell directly to the customer ____________

4. Mail order companies are a good example of____________

5. The sales team may also be the first link______________

6. The variety of titles of selling jobs proves___________________

a. distribution without a retailer

b. without a wholesaler or retailer being involved

c. that most sales jobs involve a maximum of creativity

d. warehouses the goods until they are required by the retailer

e. between the customer and the company

f. through retail organizations

Unit 4. DISCUSSION

14* Read the following text and pick out the expressions in bold type to fill in the Useful Language box below, containing six sections for six language functions.

Читайте також:

<== попередня сторінка	\|	наступна сторінка ==>
Selling Jobs	\|	PERSONAL SELLING

Не знайшли потрібну інформацію? Скористайтесь пошуком google:

Генерація сторінки за: 0.005 сек.