GENERAL
INSTRUCTIONS: USE BLUE OR BLACK INCK ONLY. Read the instructions carefully.
Write legibly and NO ERASURES. Hence
think twice before answering the questions. NOT FOLLOWING INSTRUCTIONS AND
ANSWERS WITH ERASURES/ ALTERATIONS SHALL BE MARKED WRONG AND NOT BE COUNTED
EXCEPT IN ESSAY.
I. SHORT ANSWER/IDENTIFICATION (60
points)
1. Discuss and elaborate ‘Intensive, Selective and Exclusive’ distribution strategies, with appropriate examples and drawing. (9 Points)
1. Discuss and elaborate ‘Intensive, Selective and Exclusive’ distribution strategies, with appropriate examples and drawing. (9 Points)
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DISCUSSION/DEFINITION
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EXAMPLE
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DRAWING
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2. Case Study:
Dr. Everwing’s Laboratories Ltd., is a famous pharmaceutical company in the Province of Albay, with a large trained sales force. To become number one pharmaceutical company in Albay, they have decided to focus on their distribution channels.
a.
What are the criteria of channel performance/distribution they should look for?
(5 points)
b.
What should be the distribution strategies they should design to have larger
market share? (5 points)
3. Do you believe in this statement: “Having a very effective marketing/distribution channel is a must for the success in fast moving consumer goods market”. If yes/no, why? (5 points)
3. Do you believe in this statement: “Having a very effective marketing/distribution channel is a must for the success in fast moving consumer goods market”. If yes/no, why? (5 points)
4.
What are the 5 Discrepancies that the Channel Members take care of and how do
they do it. Give example. (15 POINTS)
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DISCREPANCIES
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DEFINITION/DISCUSSION
HOW THEY DO IT?
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EXAMPLE
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5. According to the textbook/reference book, what are the steps in
designing a distribution strategy? (7 points)
6. What would you say is the biggest problem in distribution management today? Why? (5 points)
7. What does the video Algorithm March teaches you about Distribution Management? (5 points)
