#18 Distribution and Channel Management

Standard 18: Describe the major modes of transportation involved in the distribution of goods, including advantages and disadvantages of each, and identify the types of products best suited for delivery via each mode of transportation.

Channel Management

Objectives

• Describe the nature and scope of physical distribution
• Identify transportation systems and services that move products from manufacturers to consumers
• Name the different kinds of transportation service companies

Turn in your text book to page 512.  Look at the picture and read the text at the bottom.

Having a product people want to buy is only part of being successful in business.  You also must be able to get it to them when they want it, and at a reasonable cost.
What factors might affect transportation costs?
What do you think is the most expensive way of shipping an item such as a laptop computer?
What might be the least expensive?
So what is channel management?
How do tariffs affect international trade?

When you have a product to sell, it's going to be important to be able to get your product or service into the hands of the customer.  Today we are going to look at some ways to make that happen.

Types of Transportation Systems

On your own paper give the characteristics and types of products transported

of the following systems from the information given in the textbook. (pages 515-523)

1. Trucking
2. Common Carriers
3. Contract Carriers
4. Private Carriers
5. Exempt Carriers
6. Railroads
7. Marine Shipping
8. Pipelines
9. Air Cargo Services

Use the graphic organizer provided to list the advantages and disadvantages of different types of transportation modes.

Alternative:  Make a copy of the tables linked here (2 pages) and complete with the above information.  Email completed doc to julie6davis@gmail.com with #18 Distribution as the subject.

Objectives Reached?

What is the nature and scope of physical distribution?

What are different transportation systems that move products from manufacturers to consumers?

Can you name the different kinds of transportation service companies?

#20 Feature/Benefit Selling

Standard 20:  Explain Feature/Benefit selling.  Break down a selected product into the features and benefits most likely to resonate with a target population, and translate five product features into five customer benefits.



Today we are continuing our unit on SELLING! We will be looking at preliminary activities in which a sales person is involved.

 

Bellwork

Take notes while reading pages 297 through page 302

Feature/Benefit Selling

Who in our class has had a job? Was there a big learning curve to remember all the things you learned in training?

You will need to know about:

• Your product
• Industry Trends and Competition
• Merchandising

Feature/Benefit Selling is matching characteristics of a product to a customer's needs and wants. A customer buys a product because of what it will do for them, how it will make their life better.  A good salesperson is able to help the customer see how their life will be improved with the purchase of the product through feature/benefit selling.

Product Features

• Basic features
• Physical features
• Extended product features are what really sells the product as we talked about above.  These are the benefits that will improve the customer's life, called selling points. (See the two situations on page 302)

 

Advantages

Sales personnel must also be aware of the competition so they can emphasize the advantage your product has over the competition.

Customer Buying Motives

Determining the buying motives of potential customers will enhance the features/benefits that should be emphasized when presenting a product.

• Rational motives
• Emotional motives
• Patronage motives

Class Practice:  Can we differentiate features / benefits? 

Take any product and list 5 features of that product.
Now take those features and come up with ways that those 5 features make a customer's life better.

iphone 6 - Features (5)

Group Practice

In groups of 3 select 1 product and list at least 6 features on chart paper and list the benefits of each feature.  Be prepared to share with the class.

Individual Evidence

Complete the worksheet provided.  For each product find 3 features and how each feature can benefit a buyer.  Be sure to list basic, physical, and extended features for each.   Use this format!

Wrap it UP!

Answer questions 1-3 on page 305.  Use complete sentences.  Label paper clearly and turn in by the end of the period.