Comsama 1
Sales 1
Sales 1
Set of flashcards Details
| Flashcards | 21 |
|---|---|
| Language | Deutsch |
| Category | Micro-Economics |
| Level | University |
| Created / Updated | 29.01.2016 / 03.02.2016 |
| Weblink |
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Decision-Making areas of sales management
- Which facts are included?
- Main decision making areas?
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Decision-making areas pertaining to design and structure of the sales system
- Selection of sales entities
- Design of the sales channels
Main difference and one common characteristic of a facilitator and a intermdiarian in the sales system.
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- Where is the crucial role of facilitator?
- Advantages of a Facilitator
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Types of Facilitators
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Intermediaries
- What it is...
- Wholesaler and retailer - Differences
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Design of the sales channels
- Definition
- Two basic alternatives
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Sales Channels - direct and indirect
Examples
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The decision of direct vesus indirect sales is determined by:
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Functions of retailers as an argument in favor of indirect sales
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E-Commerce: The long tail
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Depth of sales channel
- What it is
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Depth of sales channels
- What has to be considered?
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Depth of sales channel
- Example of single and two-tier channels
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Widht of sales channel
- What it is
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Objectives of a cooperation with sales partners / key accounts
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Fields of cooperation with sales partners / key accounts
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Overview of the ECR concept
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Structure of vertical marketing
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Conflicts in sales systems
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Areas of conflict betwewn companies in the industrial goods sector and their sales partners
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