© 2013 South-Western, a part of Cengage Learning. All rights reserved. Chapter 13| Slide 1

Chapter 13: Distributing and Promoting Products

© 2013 South-Western, a part of Cengage Learning. All rights reserved. Chapter 13| Slide 2

Learning Objectives

1. Identify the various distribution channels and explain the concept of market coverage.

2. Understand how supply chain management facilitates partnering among channel members.

3. Discuss the need for wholesalers, describe the services they provide, and identify the major types of wholesalers.

4. Distinguish among the major types of retailers and shopping centers.

5. Explain the five most important physical distribution activities.

© 2013 South-Western, a part of Cengage Learning. All rights reserved. Chapter 13| Slide 3

Learning Objectives (cont.)

6. Explain how integrated marketing communications works to have the maximum impact on the customer.

7. Understand the basic elements of the promotion mix.8. Explain the three types of advertising and describe the

major steps of developing an advertising campaign.9. Recognize the kinds of salespersons, the steps in the

personal selling process, and the major sales management tasks.

10. Describe sales promotion objectives and methods.11. Understand the types and uses of public relations.

© 2013 South-Western, a part of Cengage Learning. All rights reserved. Chapter 13| Slide 4

Commonly Used Distribution Channels1. Producer to Consumer2. Producer to Retailer to Consumer3. Producer to Wholesaler to Retailer to Consumer4. Producer to Agent to Wholesaler to Retailer to

Consumer5. Producer to Business User6. Producer to Agent Middleman to Business User7. Using Multiple Channels

Level of Market Coverage Partnering Through Supply-Chain Management

Distribution Channels and Market Coverage

© 2013 South-Western, a part of Cengage Learning. All rights reserved. Chapter 13| Slide 5

Wholesalers Provide Services to Retailers and Manufacturers

Types of Wholesalers1. Merchant Wholesalers2. Agents and Brokers

Marketing Intermediaries: Wholesalers

© 2013 South-Western, a part of Cengage Learning. All rights reserved. Chapter 13| Slide 6

Types of Retail Stores Types of Nonstore Selling Type of Shopping Centers

Marketing Intermediaries: Retailers

© 2013 South-Western, a part of Cengage Learning. All rights reserved. Chapter 13| Slide 7

Inventory Management Order Processing Warehousing Materials Handling Transportation

Physical Distribution

© 2013 South-Western, a part of Cengage Learning. All rights reserved. Chapter 13| Slide 8

The Promotion Mix: An Overview1. Advertising2. Personal Selling3. Sales Promotion4. Public Relations

What Is Integrated Marketing Communications?

© 2013 South-Western, a part of Cengage Learning. All rights reserved. Chapter 13| Slide 9

Types of Advertising by Purpose Major Steps in Developing an Advertising

Campaign Advertising Agencies Social and Legal Considerations in Advertising

Advertising

© 2013 South-Western, a part of Cengage Learning. All rights reserved. Chapter 13| Slide 10

Kinds of Salespersons1. Order Getters2. Order Takers3. Support Personnel

The Personal-Selling Process1. Prospecting2. Approaching the Prospect3. Making the Presentation4. Answering Objections5. Closing the Sale6. Following Up

Major Sales Management Tasks

Personal Selling

© 2013 South-Western, a part of Cengage Learning. All rights reserved. Chapter 13| Slide 11

Sales Promotion Objectives Sales Promotion Methods Selection of Sales Promotion Methods

Sales Promotion

© 2013 South-Western, a part of Cengage Learning. All rights reserved. Chapter 13| Slide 12

Types of Public-Relations Tools Uses of Public Relations

Public Relations