What is customer service?
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The greater the difference between the service outputs of the manuf. and
the requirements of the consumer, the more likely intermediaries will be
used
What kinds of logistics are key in distribution? (9)
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Wait and Delivery time, local delivery, reverse logistics, breaking bulk,
packaging, assortment, local access and purchase time
,What are some major trends benefiting distributors? (4)
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1) Increasing value of info: Distributors have info about demand, usage
trends, production capacities
2) Move towards mass customization: Product personalization is the key to
winning business
3) Increase use of Just In Time inventory: Products must be stored close to
customers using JIT
4) Reductions in number of vendors: Product must be sold in correct
assortments
Lonestar Electric Supply
Crawford and Sonepar
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Secret of Sales: you have to know what customer wants & do your best to
match that
48% never contact
25% second contact
12% 3rd contact
10% more than 3 contacts
upstream vs, downstream
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, Upstram: drilling, exploring
downstream: refining
Customers use product or service to solve a problem?
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sale completion
Business Canvas
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Key partners: suppliers,
Key activities: production, problem solving, platform/network
Key resources: physical,intellectual, human,financial
Value Proposition: bundles/services, which problem are you solving
customer relationships: what type of relationship is expected
Customer segments: mass,niche, segmented, diversified,multisided markets.
Needs
channels: how do we reach customers?
Cost structure: cost or value driven? fixed or variable cost? economies of
scale/scope
Revenue Streams: sales, usage fees, subscription fees, lending/leasing/
renting, licensing, brokerage fees and advertising
3M products are sold through many distributors. This is an example of _______
distribution?
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, Intensive
EBITDA stands for?
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EBITDA: (Earning Before Interest Taxes, Depreciation, & Amortization
Which of the following represents the amount a distributor would owe the
manufacturer for goods purchased on credit?
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none of the above
what is the definition of selling?
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Successful selling should be centered on understanding your customers
first
Selling process step: getting the person to see the value of spending time with you
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Give this one a try later!
The greater the difference between the service outputs of the manuf. and
the requirements of the consumer, the more likely intermediaries will be
used
What kinds of logistics are key in distribution? (9)
Give this one a try later!
Wait and Delivery time, local delivery, reverse logistics, breaking bulk,
packaging, assortment, local access and purchase time
,What are some major trends benefiting distributors? (4)
Give this one a try later!
1) Increasing value of info: Distributors have info about demand, usage
trends, production capacities
2) Move towards mass customization: Product personalization is the key to
winning business
3) Increase use of Just In Time inventory: Products must be stored close to
customers using JIT
4) Reductions in number of vendors: Product must be sold in correct
assortments
Lonestar Electric Supply
Crawford and Sonepar
Give this one a try later!
Secret of Sales: you have to know what customer wants & do your best to
match that
48% never contact
25% second contact
12% 3rd contact
10% more than 3 contacts
upstream vs, downstream
Give this one a try later!
, Upstram: drilling, exploring
downstream: refining
Customers use product or service to solve a problem?
Give this one a try later!
sale completion
Business Canvas
Give this one a try later!
Key partners: suppliers,
Key activities: production, problem solving, platform/network
Key resources: physical,intellectual, human,financial
Value Proposition: bundles/services, which problem are you solving
customer relationships: what type of relationship is expected
Customer segments: mass,niche, segmented, diversified,multisided markets.
Needs
channels: how do we reach customers?
Cost structure: cost or value driven? fixed or variable cost? economies of
scale/scope
Revenue Streams: sales, usage fees, subscription fees, lending/leasing/
renting, licensing, brokerage fees and advertising
3M products are sold through many distributors. This is an example of _______
distribution?
Give this one a try later!
, Intensive
EBITDA stands for?
Give this one a try later!
EBITDA: (Earning Before Interest Taxes, Depreciation, & Amortization
Which of the following represents the amount a distributor would owe the
manufacturer for goods purchased on credit?
Give this one a try later!
none of the above
what is the definition of selling?
Give this one a try later!
Successful selling should be centered on understanding your customers
first
Selling process step: getting the person to see the value of spending time with you
Give this one a try later!
