How are industrial products distributed?
What will be an ideal response?
Industrial channels deliver products to manufacturers or organizations that use them in the production process or in day-to-day operations. Three basic elements are involved in the distribution of industrial products: the manufacturer's sales force, distributors or agents, and wholesalers. A manufacturer can reach customers with its own sales force, or a sales force that calls on wholesalers who sell to customers, or a combination of these two arrangements. A manufacturer can sell directly to wholesalers without using a sales force, and wholesalers, in turn, can supply customers. Finally, a distributor or agent can call on wholesalers or customers for a manufacturer. B2B sales via the Internet are a rapidly growing option. Distribution patterns vary from country to country. Before deciding which pattern to use and which wholesalers and agents to select, managers must ideally study each country individually. In general, the larger the market, the more feasible it is for a manufacturer to use its own sales force.
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