:workisasystemofpartnershipsandalliancesthatafirmcreatestosource,augment,:营销渠道(distributionchannel:分销渠道)marketingchannels(alsocalledtradeordistributionchannels),setsofinterdependent(。:渠道层次directselling:直接销售Azero-levelchannel(alsocalledadirect-marketingchannel)selling,door-to-doorsales,homeparties,mailorder,telemarketing,TVselling,、上门推销、家庭聚会、邮寄、电话销售、电视直销和其它方式直接将产品销售给消费者Aone-levelchannelcontainsonesellingintermediaries,。如零售商。Atwo-levelchannelcontainstwointermediaries;二级渠道包含两个中介机构,athree-levelchannelcontainsthree。versuspullstrategy:推拉策略Inapushstrategy,themanufactureusesitssalesforceandtradepromotiontoinduceintermediariestocarry,,生产商利用销售人员和贸易推广,诱使中间商承接、推广和销售产品。Inapullstrategy,,生产商利用广告和促销,诱使顾客向中间商去买产品。:分销密度exclusivedistribution:独家分销:Exclusivedistributionmeansseverelylimitingthenumberofintermediaries。独家分销是指严格地限制中间商的数量selectivedistribution:选择性分销:,选择某些中间商而
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