Match the following terms with their correct definition.
Marketing Intermediary, Sales office, intensive distribution, warehousing, superstar, Marketing channel (channel of distribution), broker, vertical integration, warehouse club, direct marketing, inventory management, vertical Marketing System (vMS), catalog Showroom, market coverage, nonstore retailing, merchant wholesaler, scrambled merchandising, sales branch, discount store.
| 1. | Combining two or more functions of a marketing channel under one management. ____________________ |
| 2. | A wholesaler who brings together buyers and sellers on a temporary basis. ____________________ |
| 3. | The number of outlets in which a product is sold. ____________________ |
| 4. | A giant retail outlet that stocks food and nonfood items as well as most other products purchased routinely. ____________________ |
| 5. | Retailing that takes place outside of stores; can be in-home selling, direct marketing, and vending machines. ____________________ |
| 6. | A manufacture-owned wholesaler, that takes title to products, assumes the risks of ownership, and provides services. ____________________ |
| 7. | Adding unrelated products to a firm’s existing product mix. ______________ |
| 8. | A group of interrelated organizations that directs the flow of products from producers to ultimate consumers; also called channel of distribution. ____________________ |
| 9. | A marketing intermediary that takes ownership of goods and the risks associated with ownership. ____________________ |
| 10. | The receiving, storing, and shipping activities involved in the physical distribution of goods. ____________________ |
| 11. | A large discount retail store offering members a broad range of name-brand merchandise at low prices. ____________________ |
| 12. | The process of developing and maintaining stocks of products that customers need and want. ____________________ |
| 13. | A marketing channel in which all intermediaries are under one manager to improve distribution. ____________________ |
| 14. | Nonstore retailing that uses nonpersonal media to introduce products to consumers, who then purchase the products by mail, telephone, or computer. ____________________ |
| 15. | A retailer offering a wide variety of general merchandise at low prices and with minimum services. _____________________ |
| 16. | Market coverage in which all available outlets are used for distributing a product. ____________________ |
| 17. | A manufacture-owned sales force that sells products without maintaining an inventory. ____________________ |
| 18. | A form of warehouse showroom where customers select products from catalogs sent to customers’ homes or available in the store. _______________ |
| 19. | An individual or organization in a marketing channel that provides a link between producers, or other channel members, and final consumers. ____________________ |
10. a) Read the words and find their Russian equivalents in the right column.
| 1. | to distribute | a) грузить; перевозить груз |
| 2. | effect | b) снабжение, обеспечение |
| 3. | to ship | c) поставлять |
| 4. | to borrow | d) ускорять; быстро выполнять |
| 5. | to supply | e) конкурировать; состязаться |
| 6. | to satisfy | f) действие, воздействие; эффект |
| 7. | provision | g) одалживать |
| 8. | to expedite | h) распределять, распространять |
| 9. | to compete | i) удовлетворять |
b) Now fill in the gaps in the text with the derivatives of the words from the first column.
Logistical Appeals
In recent years, the cost of holding inventory has risen sharply because of an increase in the number of models and lines offered and because of the higher cost of __________ money. Accordingly, logistical appeals have become increasingly __________ in dealing with distributors and industrial buyers. These appeals include providing fast processing of orders, __________ frequent delivery, and offering __________ delivery.
On-time delivery has become a key competitive advantage in most industries. In Europe, for instance, Nissan guarantees its dealers a 10-day delivery, and Caterpillar delivers replacement parts within 72 hours 99.7 percent of the time. For direct response companies like Dell Computers, on-time delivery is a key element of their __________ strategy. Dell’s promise of product __________ within 5 days of an order and a 20-day delivery has been a key factor in their being rated first in their industry in customer __________ .
Additionally, some manufacturers offer inventory-management appeals. For example, a buyer may guarantee a __________ that it will buy a minimum amount of a product over the course of a year. In exchange, the seller is responsible for providing very quick delivery (often within 24 hours) and also inherits the inventory-holding cost burden.
The primary effect of logistical appeals, therefore, is to help buyers or __________ reduce the amount of inventory they carry.
IV. Speaking Practice