Selecting Distribution Channels and Sales Team Management

Philippe Malaval, Christophe Bénaroya and Jonathan Aflalo
Additional contact information
Philippe Malaval: Toulouse Business School
Christophe Bénaroya: Toulouse Business School
Jonathan Aflalo: ATPCO-Airline Tariff Publishing Company

Chapter 9 in Aerospace Marketing Management, 2014, pp 309-342 from Springer

Abstract: Abstract When aircraft builders and parts suppliers sell to businesses, distribution is often highly simplified. In general, there is no intermediary between the supplier and the customer and consequently, it is possible to focus on managing the sales team (direct channel). However, a product as complex as a plane can also be sold to a leasing company. In this case the latter plays the intermediary role. This phenomenon which began with civil aircraft is rapidly developing in the business jet sector. However, it is in the context of sales to individual consumers that indirect distribution is especially important. The airlines have sometimes adopted very distinct strategies in terms of ticket distribution. First we will look at the main functions of distribution from a logistics and commercial point of view, and then we will discuss selecting and managing a distribution channel. We will look at merchandising which allows travel agencies to best adapt supply to demand and the main specifications of services distribution and industrial trade.

Keywords: Distribution Channel; Spare Part; Sales Manager; Sales Force; Level Channel (search for similar items in EconPapers)
Date: 2014
References: Add references at CitEc
Citations:

There are no downloads for this item, see the EconPapers FAQ for hints about obtaining it.

Related works:
This item may be available elsewhere in EconPapers: Search for items with the same title.

Export reference: BibTeX RIS (EndNote, ProCite, RefMan) HTML/Text

Persistent link: https://EconPapers.repec.org/RePEc:spr:mgmchp:978-3-319-01354-1_9

Ordering information: This item can be ordered from
http://www.springer.com/9783319013541

DOI: 10.1007/978-3-319-01354-1_9

Access Statistics for this chapter

More chapters in Management for Professionals from Springer
Bibliographic data for series maintained by Sonal Shukla () and Springer Nature Abstracting and Indexing ().