1. Business Market Management 3 rd edition Business Channel Management Chapter 7

2. Section III: Creating Value Business Market Management, 3 rd edition Chapter 7-

7. I. Designing Superior Value-Adding Marketing Channels Business Market Management, 3 rd edition Chapter 7-

25. Business Market Management, 3 rd edition Chapter 7- Firm Performs Function Channel Firms Channel Firms Marketing Channel Prior to Functional Acquisition and Spin-Off Marketing Channel After to Functional Acquisition and Spin-Off Functional Allocation Charts for Electrical Products Supplier Functions Manufacturer Manufacturer’s Representatives Electrical Wholesalers Manufacturing Advertising Lead Generation Field Sales Calls Fulfillment Customer Credit Repair Work Functions Manufacturer Manufacturer’s Representatives Electrical Wholesalers Manufacturing Advertising Lead Generation Field Sales Calls Fulfillment Customer Credit Repair Work

26. Business Market Management, 3 rd edition Chapter 7- All Customers Supplier’s Strategic customers Resellers’ targeted customers Manufacturer’s Process Distributor’s Process Integrated Multi-Channel Process Model Firms or Groups Lead Generation Prospect Qualification Initial Sales Contact Negotiation & Close Order Processing Fulfillment Relationship Management After-the-Sale Customer Support & Service Resellers Supplier’s Operational Group Supplier’s Field Sales Force Supplier’s Inside Sales Force Supplier’s Direct Marketing Supplier’s Internet Web Site

32. II. Creating Value Through Direct Channels Business Market Management, 3 rd edition Chapter 7-

37. III. Strengthening Reseller Performance Business Market Management, 3 rd edition Chapter 7-

40. Channel Positioning Business Market Management, 3 rd edition Chapter 7- Step 1 Determine reseller performance expectations Step 2 Assess the reseller value of channel offering elements Step 3 Craft a reseller value proposition and channel offering Step 4 Communicate the reseller value proposition

41. Decomposing Marketplace Equity Business Market Management, 3 rd edition Chapter 7- Marketplace Equity Supplier Reseller Targeted Customer Segment Channel Equity Reseller Equity Brand Equity

43. Business Market Management, 3 rd edition Chapter 7- Channel Core Elements Financial Returns Quality Products Competitive Prices Reliable Delivery Brand Equity Technical Assistance Market Research Company Policies Promotional Support Responsiveness Systems Training Manufacturer Sales Force Incentives Distributor Firm Incentives Distributor Sales Force Incentives Capability-Building Program Incentive Programs The Channel Offering

44. Reseller Value Proposition and Channel Offering Business Market Management, 3 rd edition Chapter 7- Bundle A collection of loosely connected products and services that a supplier firm consolidates in a transaction for a discounted price Solution A deliberately engineered and integrated group of products and services that the supplier firm markets for a premium price Reseller-Offering Platform A product or service upon which the bundle or solution is assembled (tends to be a high-turnover, lower-margin item) Reseller-Offering Peripheral A component, subassembly, or complementary item that functions in conjunction with the platform Reseller-Offering Accessory An extra, noncritical item that is often added onto a transaction without forethought. May or may not be complementary to the platform (tends to have slower turnover but high margins).

46. IV. Summary Business Market Management, 3 rd edition Chapter 7-

48. Business Market Management, 3 rd edition Chapter 7- All rights reserved. No part of this publication may be reproduced, stored in a retrieval system, or transmitted, in any form or by any means, electronic, mechanical, photocopying, recording, or otherwise, without the prior written permission of the publisher. Printed in the United States of America. Copyright © 2009 Pearson Education, Inc. Publishing as Prentice Hall