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Notas de autor
La correspondencia relacionada con esta investigación debe ser dirigida a Leidy Andrea Alfonso
Bejarano
Contacto: leidyalfonso27@hotmail.com
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Evidencia 4: Workshop “Distribution channels”
Actividad de aprendizaje 4
Conocer en qué consiste la selección de los canales de distribución y manejar este tema en el
idioma inglés le permite ampliar el campo de acción hacia otros países de cualquier empresa que
desee exportar un producto o servicio y con ello aumentar sus ingresos; en caso de contar con
clientes o socios de habla inglesa.
Por lo anterior y para desarrollar esta evidencia, consulte el material de formación denominado
Distribution channels y los siguientes materiales complementarios:
Vocabulary.
English prepositions.
Mr. White: Good morning, Ms. Susan. Can we start the meeting?
Susan: Of course, Mr. White. I have the options on the board.
Mr. White: That’s good. Remember, we need to choose the most suitable distribution
strategy for our products.
Susan: We have three strategies: Intensive, exclusive and selective. Intensive strategy
pretends to reach the largest possible number of POS (Point of Sale), but unfortunately it’s
difficult to control. That’s because we would have to deal with many intermediaries.
Susan: It’s different from the first one. Only it’s necessary one POS by each geographic
area, no matter if it’s retailer or wholesaler.
Susan: Well, it’s the selective strategy. It’s the intermediate strategy between the other
ones.
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Evidencia 4: Workshop “Distribution channels”
Mr. White: I don’t know. I like the first one, but I don’t know how profitable it is.
Hhhhmmm, well. What do you think?
They align the quantities and assortments produced with the quantities and
assortments consumed,
They make transactions routine, and
They facilitate the searching process.
The ‘sales and profit’ approach, which postulates that the larger the
percentage of sales and profit contributed by the source firm, the greater the
target’s dependence on the source.
The ‘role performance’ approach, which assesses the firm’s role performance
in carrying out its role in relation to another company down or up the
channel.
Preguntas:
a. Three.
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Evidencia 4: Workshop “Distribution channels”
b. Two.
c. Five.
d. Four.
a. Process of exchange.
b. Transactions routine.
c. New members.
d. Assortments.
4. The ‘trust’ approach is based on: How much companies trust each other
5. The ‘role performance’ approach assesses: The other channel members’ behavior
4. Describa en inglés un producto de su preferencia, asígnele una marca y presente, tanto las
características como los costos de dicho producto, luego seleccione un canal y tipo de
estrategia de distribución según la clase de producto. Asegúrese de utilizar la mayor cantidad
de preposiciones posibles.