María Alejandra Bustamante Rodríguez

Negociación Internacional
(1881670)
Plan Rescate

Servicio Nacional de Aprendizaje-Sena

Formación Virtual
2020
 Actividad de aprendizaje 4

Evidencia 2: Workshop “Distribution channels”

1. Lea cuidadosamente la siguiente conversación:

Susan: Good morning Mr. White.

Mr. White: Good morning, Ms. Susan. Can we start the meeting?
Susan: Of course, Mr. White. I have the options on the board.

Mr. White: That’s good. Remember, we need to choose the most suitable
distribution strategy for our products.

Susan: We have three strategies: Intensive, exclusive and selective. Intensive

strategy pretends to reach the largest possible number of POS (Point of Sale),
but unfortunately it’s difficult to control. That’s because we would have to deal
with many intermediaries.

Mr. White: What about the exclusive strategy?

Susan: It’s different from the first one. Only it’s necessary one POS by each
geographic area, no matter if it’s retailer or wholesaler.

Mr. White: Sounds god to me. And the last one?

Susan: Well, it’s the selective strategy. It’s the intermediate strategy between
the other ones.

Mr. White: I don’t know. I like the first one, but I don’t know how profitable it is.
Hhhhmmm, well. What do you think?

Susan: Well, I consider that the selective strategy is the best.

Mr. White: You’re right. Well done.

Susan: Thanks, Mr. White.

2. Responda T si es verdadero o F si es falso.

a. The Company product is a cake.

T ( ) F (X )

b. The meeting objective is to choose the product’s price.

T() F(X)

c. Susan proposes three distribution strategies.

T(X)F( )

d. The selective strategy pretend to reach many POS.

T()F(X)

e. The exclusive strategy is difficult to control.

T()F(X)

f. Mr. White chooses the intensive strategy.

T()F(X)

3. Lea el siguiente texto y responda las preguntas planteadas

posteriormente:

Economic aspects – understanding of cannel emergence

Economic reasons are the foremost determinant of channel structure. The

emergence of the wide variety of intermediaries can be explained in terms
of four logically related steps in an economic process:

 Intermediaries can increase the efficiency of the process of exchange,

 They align the quantities and assortments produced with the quantities
and assortments consumed,
 They make transactions routine, and
 They facilitate the searching process.

Dependence and cooperation

 Each member of a distribution channel is dependent upon the behaviour of
other channel members. Four different approaches have been used to
assess dependence levels in channel relationships:

 The ‘sales and profit’ approach, which postulates that the larger the
percentage of sales and profit contributed by the source firm, the greater
the target’s dependence on the source.

 The ‘role performance’ approach, which assesses the firm’s role

performance in carrying out its role in relation to another company down
or up the channel.

 The ‘specific assets –offsetting investment’ approach, which maintains

that offsetting investments help to safeguard the target company against
opportunism by the source.

 The ‘trust’ approach, in which a long-term relationship is built on the

extent to which companies trust one another.1

Preguntas:

1. The raise of such many intermediaries, are explained in ___ steps.

a. Three.
b. Two.
c. Five.
d. Four.

2. Intermediaries make:

a. Process of exchange.
b. Transactions routine.
c. New members.
d. Assortments.
3. A member of a distribution channel depends on:

1
 a. Other channel members.
b. The retailers.
c. The wholesalers.
d. Intermediaries.

4. The ‘trust’ approach is based on:

a. The role of another company.

b. The percentage of sales.
c. How much companies trust each other.
d. Channel members.

5. The ‘role performance’ approach assesses:

a. The firm’s role performance.

b. The other channel members’ behavior.
c. Retailers.
d. Wholesalers.

4. Describa en inglés un producto de su preferencia, asígnele una marca y

presente, tanto las características como los costos de dicho producto, luego
seleccione un canal y tipo de estrategia de distribución según la clase de
producto.

Organic Oat Flakes

Product Brand Characteristics Price Distribution Channel

Organic, without gluten, vegan, non

GMO, and sugarfree.
Precooked oat flakes. Ideal for
preparing delicious breakfasts and
SomosBio 27,9 USD Selective Strategy
pastries.
Ingredients:
Flaked oatmeal.
900gr