3. Translate the following word combinations.

1.	marketing – marketing channel – marketing channel functions
2.	physical – physical distribution – physical distribution activities
3.	material – material handling – material handling activities
4.	warehouse – warehouse space – warehouse space usage
5.	inventory – inventory management – inventory management function
6.	channel – channel members – channel members transactions

4. Fill in the gaps in the sentences below using the words on the list. Try not to look up the words, but work from memory.

distributors, distribution, sale, size, respond, wants, retail, organization, customers, delivery

Sales and 1 programs include all activities that involve direct personal contact with final buyers or with wholesale or 2 distributors. Principally, these activities focus on three functions:

- communicating individually – tailored sales messages;

- providing customer service – information or assistance regarding product features, order states, or complaints for individual 3 ;

- coordinating the scheduling and methods of product 4 .

These activities are of paramount importance in executing a marketing strategy when individual buyers or distributors have highly complex and varied needs and 5 . In such circumstances, personal interaction is critical to properly understand and 6 to each customer’s buying situation or problem.

Although the range of activities involved in sales and distribution programs seems rather broad, in reality these activities are all a part of the sales function in a typical 7 . Salespeople may find that the various terms associated with the frequency and 8 of product shipments are often as important as product quality or list price in making a 9 .

These same basic activities take place whether a firm is selling direct to final buyers or to 10 or both.

5. Fill in the gaps with a suitable derivative from the word given in brackets.

Channels may have an intensive pattern of (1. to distribute) (in which a relatively large number of distributors exist for a given area) or a selective pattern of distribution (in which only a few distributors exist for a given area). At the extreme, a distributor may be (2. designation) the exclusive representative in an area. In general, the more functions a distributor is (3. expectation) to perform, the more likely an exclusive or selective pattern for (4. to hold) large inventories, for offering service, and for aggressive promotion. Selective distribution has other advantages for a (5. to supply) as well. When a firm has fewer distributors, the selling costs, delivery costs, and cost of monitoring distributor (6. to perform) are usually lower. These advantages (7. existance) because fewer sales personnel are needed and because fewer points of (8. to deliver) (normally with more economically sized loads) are (9. requirement).