| A | B |
|---|
| Great taste, great price | price and quality |
| durable & lightweight | features and benefits |
| ink will change colors when exposed to bright light | unique charactertistic |
| Why use brands | To differiente your product |
| Aware of the brand | Recognition |
| How channel members add vaue | By being experts at what they do |
| Determining distribution intensity | Leads to ideal market exposure |
| When to use exclusive distribution | Need to maintain tight control |
| Important to customer service | Timeliness |
| Helps facilitate order processing | Communicating effectively |
| Situation which hinders good customer service | Vendor consistently has back orders |
| Advantage of using wholesalers | Wholesalers usually buy in large quantities |
| Producer does not want responsibility of selling | Producer works with sales agent |
| Demonstrates satellite tracking of order | Dispatchers knows truck's location and destination |
| Technology allows some businesses | to distribute most/all products thru the internet |
| Legal ownership of goods is effected by | whether or not an agent or wholesaler is involved |
| Producer sells thru toll free number, website, and some retailer | Represents dual distribution |
| Exclusive distribution is a legal agreement when | Franchisor requires franchisee to sell only the franchisor's products |
| Information is presented in informational message by | order of importance |
| Ex. of topic in informational message | Date & time of appointment with customer |
| Why write letter of inquiry | To request an appointment |
| Purpose of letter of inquiry should be identified | At the beginning of the letter |
| When recommending a substitute | Explain comparable features |
| Sales are leveling off - what to do? | Modify product to renew customer interest |
| Mktg. function that comes up with new product | Product/Service Management |
| Report that indicates sales of a particular have dramatically dropped | Quarterly inventory status |
| Benefits of using info. is greater than the expense of gathering represents | cost-effectiveness |
| Ex. of info obtained by surveying consumers/customers | Location of the company's market |
| Ex. of company using coercion in a distribution channel | Threatens to stop using a supplier unless demands are met |
