新境界职业英语综合教程2(精华版)unit2

ApproachingWorkplaceWorkplaceCommunicationMiniTextTextGrammarReviewAppliedWritingSyndicateActivitiesTask1Discussthefollowingdiagramswithyourneighborandtellhowsaleshappenineachchannel.ApproachingWorkplaceBackBackThemanufacturersellsitsproductstowholesalers,andthenthewholesalersreselltheproductstoretailers,finallytheretailerssellstheproductstoconsumers.Themanufacturersellsitsproductsretailers,andthentheretailersresellthemtoconsumers.Themanufacturersellsitsproductsdirectlytoconsumers.Workinpairsandanswerthefollowingquestions.1.Asaconsumer,whomdoyouusuallybuygoodsfrom?2.Canyoufindoutthedifferencesbetweenthethreedistributionchannels?Task2Iusuallybuygoodsfromtheretailer.DistributionChannel1:Themanufacturersellsitsproductsdirectlytoconsumers.DistributionChannel2:Themanufacturersellsitsproductsretailers,andthentheretailersresellthemtoconsumers.DistributionChannel3:Themanufacturersellsitsproductstowholesalers,andthenthewholesalersreselltheproductstoretailers,finallytheretailerssellstheproductstoconsumers.Back3.Howdoestheretaileroperateasyouknow?4.Howdoesthewholesaleroperate?5.Ifyouwerethemanufacturer,whichchannelwouldyouliketouse?Why?Task2Iguesstheretailerpurchasesgoodsfromthemanufacturerandthensellsthemtotheconsumers.Ithinkthewholesalerpurchasesgoodsfromtheproducerandthenresellsthemtotheretailer.BackImaychoosethethirdchannelbecauseitcansavetimeandlabor.WorkplaceCommunicationBackYouwillhearfivestatements.Listentothemcarefullyandmatcheachstatementwiththecorrespondingpicture.Statements12345PicturesbadceBackListentothestatementsagainanddecidewhetherthesesentencesare“Right”or“Wrong”.Ifthereisnotenoughinformationtochoose“Right”or“Wrong”,choose“Notmentioned”.1.Wal-MartisanAmericanretailer,sellinggoodstoconsumersdirectly.a.Right.b.Wrong.c.Notmentioned.2.Asamodernwholesaler,Metroservesaboutonemillionretailersaroundtheworld.a.Right.b.Wrong.c.Notmentioned.Back3.Unileversellsitsproductsdirectlytoconsumers.a.Right.b.Wrong.c.Notmentioned.4.MostofconsumersbuytheirdailynecessitiesfromretailerssuchasCarrefour.a.Right.b.Wrong.c.Notmentioned.5.7-Elevenisaninternationalretailingchainstore,serving24hoursonweekdays.a.Right.b.Wrong.c.Notmentioned.ScriptsBackUsetheRightWordChoosetherightphrasefromtheboxandcompletethefollowingflowcharts.BackSellingActivitiesdistributetoselltoreselltopurchasefrombuyfromdistributestosellstoresellstoUsetheRightWordChoosetherightphrasefromtheboxandcompletethefollowingflowcharts.BackdistributetoselltoreselltopurchasefrombuyfrombuyfrompurchasesfromBuyingActivitiespurchasesfrom1.Wal-MartisanAmericanretailer,sellinggoodstoconsumersdirectly.2.Asamodernwholesaler,Sam’sClubservesaboutonemillionretailersaroundtheworld.3.Unileversellsitsproductstoconsumersthroughwholesalersandretailers.4.MostofconsumersbuytheirdailynecessitiesfromretailerssuchasCarrefour.5.7-Elevenisaninternationalretailingchainstore,serving24hoursaday.ScriptsBackListeningInSituation:TomandMaryareemployeesfromafamoussmartphonemanufacturer.Theyaretalkingaboutthedistributionchannels.Listentothemodeldialogueandfillintheblankswithwhatyouhear.BackModelDialogueMary:Tom,couldyoutellmewhat___________________areusedmoreoftennowadays?Tom:Ithink,mainlytwochannels.Oneisthatthemanufacturer___________________consumersthroughretailers;theotheristhatgoodsaresoldthroughwholesalerstoretailers,andthentheretailersresellthemtoconsumers.Mary:Whatisthebenefitofthe_________________________?Tom:Youknow,withthewholesaler,themanufacturercansavealargeamountoftimeandlabor.Meanwhile,thewholesalercan_______________________andadministrationcostsforthemanufacturer.Mary:Yes.Thenwhatchannelsdoweuse?Tom:Weusebothofthem.65%ofourproductsaresoldthroughthe__________________and35%throughthewholesalechannel.Mary:Understood.Thanks.distributionchannelssellsgoodstosavestoragecostsretailchannelwholesalechannelBackListentothemodeldialogueagainandcheckyouranswers.Thenpracticethedialogueandtrytorole-playitwithyourpartner.Whenyourole-playit,youareexpectedtousetheMindMapbelow,butdoNOTlookatthemodeldialogue.SpeakingOutScriptsBackBackMary:Tom,couldyoutellmewhatdistributionchannelsareusedmoreoftennowadays?Tom:Ithink,mainlytwochannels.Oneisthatthemanufacturersellsgoodstoconsumersthroughretailers;theotheristhatgoodsaresoldthroughwholesalerstoretailers,andthentheretailersresellthemtoconsumers.Mary:Whatisthebenefitofthewholesalechannel?Tom:Youknow,withthewholesaler,themanufacturercansavealargeamountoftimeandlabor.Meanwhile,thewholesalercansavestoragecostsandadministrationcostsforthemanufacturer.Mary:Yes.Thenwhatchannelsdoweuse?Tom:Weusebothofthem.65%ofourproductsaresoldthroughtheretailchanneland35%throughthewholesalechannel.Mary:Understood.Thanks.ScriptsBackListentothedialogueandfillinthemissinginformationonthefollowingMindMap.Situation:JennyisanemployeeinWal-Mart.SheistalkingwithherfriendMarkaboutWal-MartandSam’s.ListeningInBack8500Wal-MartstoresretailerwholesalerretailersBackdirectlytoconsumersListentothedialogueagainandcheckyouranswers.Thenrole-playitwithyourpartnerbyusingtheaboveMindMap.SpeakingOutScriptsBackMark:Hi,Jenny,couldyoutellmewhat’sthedifferencebetweenWal-MartandSam’sClub?Jenny:Well…actually,Wal-MartandSam’sClubbelongtothesamecompanyWal-MartStoresInc.Wal-Martisabigretailer,whileSam’sisawholesaler.Mark:Thenwhat’sthedifferenceoftheircustomers?Jenny:Youknow,asSam’sClubisthewholesaler,itsellsgoodstoretailers,mainlysmallstores,whileasaretailerWal-Martsellsgoodsdirectlytoconsumers.Mark:Gotit!Whichhasmorechainstores,Sam’sorWal-Mart?Jenny:Ofcourse,Wal-Marthasmorechainstores.Thereareover8500Wal-Martstoresintheworld.Mark:Wow,that’samazing!ScriptsBackTask1ReadthefollowingMiniTextandfindthewordorexpressionthatmatchesthecontextmeaninggiven.a)_______________:totakepartinaparticularactivityb)_______________:aconnectionmadebetweentwoormorethingsc)_______________:tolookaftersomeoned)_______________:ashop,business,oranorganizatione)_______________:apersonorcompanythatdoesbusinessforanotherpersonorcompanyf)_______________:apersonorcompanythatbuysthingsfromproducersandsellsthemtocustomersataprofitbeengagedinlinkageattendestablishmentagentmiddlemanMiniTextBackWholesalerandRetailerAwholesalerisatypeofmiddlemenbetweentheproducersandretailers.Theygenerallysellgoodstotheretailers,industrialconsumersandprofessionalusers.Therearetwotypesofwholesalerslikemanufactureragentsandmerchantwholesalers.Themanufactureragentsandmerchantwholesalerssellgoodsinsmallquantitiestotheretailerswhoservethefinalconsumers.Aretaileristhelastlinkageinthechannelofdistributionbetweentheproducersandtheconsumers.Theestablishmentengagedinsellinggoodsforpersonalconsumptionisknownasretailtrade.Theretailershaveclosecontactwiththecustomersorconsumersbecausetheyattendthempersonally.Retailingestablishmentisanoldagebusinessandisfoundineveryareaofthecountry.1Back2WordTipsNotesBackmiddlemann.中间商，中间人agentn.代理商，代理人linkagen.联系；关联establishmentn.机构；企业(be)engagedin从事；忙于consumptionn.消费attendv.照顾；关注WordTipsNotesindustrialconsumer行业消费户professionaluser专业用户manufactureragent厂家代理商merchantwholesaler商业批发商TranslationofMiniText批发商是一种生产商和零售商之间的中间商。他们通常出售商品给零售商、行业消费户和专业用户。有两种类型的批发商，如厂家代理商和商业批发商，他们小批量出售商品给零售商，而零售商为最终的消费者服务。零售商是生产者和消费者之间在分销渠道上最后一个环节。从事销售商品供个人消费的企业称为零售业。零售商与顾客/消费者有密切的接触，他们亲自照料顾客/消费者。零售业是一项历史悠久的业务，在国家的每一个地区都能找到。Back批发商和零售商WorkwithyourpartnerandanswerthefollowingquestionsaccordingtotheMiniText.Task2PairWork1.Whatisthewholesaler’srolebetweenproducersandretailers?2.Whomdowholesalerssellgoodsto?Middleman.Wholesalerssellgoodstotheretailers,industrialconsumersandprofessionalusers.BackPairWork3.Howmanytypesofwholesalers?Whatarethey?4.Whatisretailtradeengagedin?5.Whydotheretailershaveclosecontactwiththecustomersorconsumers?Therearetwotypesofwholesalerslikemanufactureragentsandmerchantwholesalers.Retailtradeisengagedinsellinggoodsforpersonalconsumption.Becauseretailersattendcustomersorconsumerspersonally.BackReadingTextReadytoGo!ComprehensionTask1Task2TranslationTask1Task2VocabularyTask1Task2TextBackNewWordsconsumern.消费者，用户Manufacturern.制造商，厂商distributev.分送，配送wholesalern.批发商retailern.零售商resellv.转售，再销售situatev.使…位于resortn.度假地；游览胜地obtainv.获得occupyv.占用；占有warehousen.仓库，货仓cash-and-carryn.（可以进行低价大宗购物的）现付自运商店criticismn.批评，批判；指责time-consumingadj.耗时的；花费大量时间的channelv.输送；传送administrationn.管理；经营reductionn.减少，缩小；降低generalstore杂货店placeone’sorder下订单，订货comeinfor遭到（批评等）resultfrom源于；因…而发生intermsof就…而言；在…方面PhrasesandExpressionsReadytogo!DistributionChannelsI.Twowaysforamanufacturertodistributegoods:A.directlytothefinalconsumer;B.throughwholesalersor__________________________①.II.Roy’swaysofdealingwithwholesalers:A.toplacehisorderswith__________________________②;B.tovisitwholesalewarehousesandbuygoodsinthewayofcash-and-carry.Skimthetextforthekeypointsandfillintheoutlinewithnecessaryinformation.retailerswholesalers’salesrepsReadingTextBackReadytogo!III.WholesalersRole:amiddlemanbetween_________________________③;Criticism(Disadvantage):____________________________④;Advantages:1.tosavetimeandlaborforretailers;2.tosavetransportcostsandadministrationcostsfor______________________________⑤;3.tosavewarehouserentandlaborcostsbothformanufacturersandretailers.manufacturersandretailersTheyincreasecostsofgoodsmanufacturersReadingTextBackDistributionChannelsGoodsreachtheconsumerbyanumberofroutes.Amanufacturercandistributethegoodstothefinalconsumersdirectly,orthroughwholesalers,orretailers.Wholesalerspurchasegoodsfrommanufacturersandthenresellthem,oftentoretailers.Retailerssellgoodstothefinalconsumers.RoyGoldmanownsageneralstoresituatedinabusyholidayresortintheSouthofEngland.Asaretailer,Roysellsawiderangeofgoods.Althoughtheshopisaverybusyone,Roydoesnotstocklargequantitiesofanyonetypeofgoods,andthismeansthatheobtainsfewofhisgoodsdirectfromthemanufacturer.1212Back3Infact,mostofRoy’sordersareplacedwithwholesalers.Thewholesaleroccupiesaplacebetweenthemanufacturerandretailerandisthereforesometimesknownasa“middleman”.Roydealswithwholesalersinanumberofdifferentways;insomecases,particularlyfortobacco,cigarettes,sweetsandchocolate,heplaceshisorderswithwholesalers’salesrepswhovisithisshopfromtimetotime.Forothergoodshewillvisitwholesalewarehouses,selectwhathefeelswillsellwellandthenplaceorders.Astheterm“cash-and-carry”suggests,hepaysforthegoodsandtakesthemawayonthesameday.Wholesalershavecomeinforcriticismbecausesomearguethattheyincreasecostsofgoodssincetheyoccupyastageintheprocessofgoodsreachingtheconsumers.Infact,theyplayanimportantpartintheprocessofgoodsdistribution.34Back4567Retailersmaywishtoordergoodsfromlargenumbersofmanufacturersandthiswouldsurelybeverytime-consuming.Bychannelingordersthroughawholesaler,theretailerneedstocontactonlyonesourceformostofhisgoods.Ontheotherhand,bysellingalotofgoodstoonesource,themanufacturercansavetransportcostsandadministrationcosts.Thefollowingfigureshowsthereductioninthenumberofcontactswhichresultsfromthepresenceofawholesaler,andhowawholesalerhelpsmanufacturerssavetransportandadministrativecosts.589MMRRRMMRRRWholesalerM—ManufacturersR—RetailersBack76Asmentionedabove,Roydoesnotstocklargequantitiesofanyonetypeofgoodsandoftengoestothewholesalewarehousesforhisgoods,andthismeansthewholesalerwilloftenstorehisgoodsinwarehouses.Theseareexpensiveintermsofrentandlaborandthesecostsarealsosavedbytheretailerandmanufacturer.Thewholesalerprovidesonelinkinthechainofgoodsdistribution.Aswehaveseen,thewholesalerperformsimportantfunctionsforbothmanufacturersandretailers.Heispaidfortheseservices,thoughthesepaymentsaddtocosts.7BackLanguagePoints1.(Para.2)RoyGoldmanownsageneralstoresituatedinabusyholidayresortintheSouthofEngland.situate:v.toputsomethinginaparticularplace使…位于e.g.Thehouseissituatedonasmallhill.那座房子座落在一座小山上。Wesituatedourselvesintheseatsnearesttheexit.我们坐在离出口最近的位置。StructureAnalysis:“situatedin”isapastparticiplephraseusedasattributive,modifyinggeneralstore.Translation:罗伊•戈德曼拥有一家杂货铺，位于英格兰南部一个繁忙的度假胜地。Back(Theend)LanguagePoints2.(Para.2)Asaretailer,Roysellsawiderangeofgoods.awiderangeof:awidevarietyof范围广泛的，各式各样的e.g.Thehoteloffersitsguestsawidevarietyofamusements.这个旅馆为住客提供了各种各样的娱乐活动。Translation:作为零售商，罗伊销售的货物种类很多。Back(Theend)LanguagePoints3.(Para.2)Roydoesnotstocklargequantitiesofanyonetypeofgoodsandthismeansthatheobtainsfewofhisgoodsdirectfromthemanufacturer.alargequantityof:大量的e.g.Thefactoryturnsoutalargequantityofpaperproducts.这家工厂生产大量的纸制品。direct:adv.inawaythatinvolvesonlythetwopeopleorthingsmentioned,withnooneornothingelsecominginbetween直接地e.g.Itcostslessifyoubuyitdirectfromthemanufacturer.从生产商处直接进货的花费会少一些。(Tobecontinued)BackLanguagePointsStructureAnalysis:“thatheobtains…themanufacturer”isanobjectclause,usedastheobjectofmeans.“directfromthemanufacturer”isanadverbphrase,usedasanadverbialofmanner.Translation:罗伊不会大量囤积任何一种商品，这意味着他很少从生产商处直接进货。(Theend)BackLanguagePoints4.(Para.3)Infact,mostofRoy’sordersareplacedwithwholesalers.placeanorderwithsb.:makearequestforproductswithsb.向某人订货e.g.I’dliketoplaceanorderforsometeawithyou.我想从贵公司订购一些茶叶。StructureAnalysis:Passivevoiceisusedinthesentence.Itmeans“Infact,Royplacesmostofhisorderswithwholesalers.”Translation:事实上，罗伊大部分的商品是向批发商订购的。Back(Theend)LanguagePoints5.(Para.3)Thewholesaleroccupiesaplacebetweenmanufacturerandretailerandisthereforesometimesknownasa“middleman”.beknownas:beregarded/namedas被认为是，被称为e.g.Mr.Johnsonwasknownasawalkingdictionary.约翰逊先生被称作一本活字典。Translation:批发商所占的位置在生产商和零售商之间，因此有时被人称为“中间人”。Back(Theend)LanguagePoints6.(Para.3)Astheterm“cash-and-carry”suggests,hepaysforthegoodsandtakesthemawayonthesameday.cash-and-carry:alargeshopwherepeoplecanbuylargeamountsofgoodsatacheapprice,oftensothattheycanthensellthemintheirownshops现付自运批发商场e.g.ThecustomersofCash&Carrystorescanapplyforamembershipcardtogetdiscounts.现购自运批发商场的顾客可以申办会员卡，获得打折优惠待遇。(Tobecontinued)BackLanguagePointsStructureAnalysis:“as”isarelativepronoun,introducinganon-restrictiveattributiveclause,modifyingtheantecedenthepaysforthegoodsandtakesthemawayonthesameday.Translation:正如“现付自运”这个商用语 表 关于同志近三年现实表现材料材料类招标技术评分表图表与交易pdf视力表打印pdf用图表说话 pdf 达的意思那样，他支付现款购货，当天把货提走。(Theend)BackLanguagePoints7.(Para.4)Wholesalershavecomeinforcriticismbecausesomearguethattheyincreasecostsofgoodssincetheyoccupyastageintheprocessofgoodsreachingtheconsumer.comeinfor:toreceivesomethingsuchascriticism遭到（批评等）e.g.Thedirectorhascomeinforalotofcriticismoverhishandlingoftheaffair.主管处理这次事务的方式遭到了很多批评。(Tobecontinued)BackLanguagePointsStructureAnalysis:Thisisacomplexsentenceincludinganadverbialclauseofreasonintroducedby“because”.Theadverbialclauseincludesasub-adverbialclauseofreasonintroducedby“since”,modifyingtheobjectclause“theyincreasecostsofgoods”.Translation:批发商受到批评，因为有人提出，在货物到达消费者的过程中批发商占据了一个环节，从而提高了货物的成本。(Theend)BackLanguagePoints8.(Para.5)Bychannelingordersthroughawholesaler,theretailerneedstocontactonlyonesourceformostofhisgoods.channel:v.tomakesomethingfollowaparticularsystem输送；传送e.g.Allinformationoncoursesischanneledthroughtheadmissionsoffice.关于课程的所有信息都通过招生办公室发布出去。StructureAnalysis:“Bychannelingordersthroughawholesaler”isaprepositionalphrase,usedasanadverbialofmanner.Translation:通过批发商渠道下订单，零售商只需和一个供货来源（批发商）联系，就可以订购大部分商品。Back(Theend)LanguagePoints9.(Para.5)Thefollowingfigureshowsthereductioninthenumberofcontactswhichresultsfromthepresenceofawholesaler…resultfrom:tohappenorexistbecausesomethingelsehashappened源于；因…而发生e.g.Greatdangerscanresultfrommisconceivingoftheenemy’sintentions.错误地估计敌人的意图就会招致巨大的危险。Hisillnessresultedfrombadfood.他的病是由于吃了变质的食物所致。(Tobecontinued)BackLanguagePointsStructureAnalysis:“which”istointroduceanattributiveclause,modifyingtheantecedentthereduction.Translation:下面的图表表明批发商的存在减少了(生产商与零售商)联系的次数…(Theend)BackTranslationofText分销渠道Para.1商品通过若干线路中的一条到达消费者。生产商可以直接或者通过零售商、批发商分销商品给最终消费者。批发商通常从生产商那里购买商品，然后再销售出去，通常是销售给零售商。零售商向最终消费者销售商品。Para.2罗伊·戈德曼拥有一家杂货铺，位于英格兰南部一个繁忙的度假胜地。罗伊销售的商品范围很广泛。尽管商店生意兴隆，但罗伊不会大量囤积任何一种商品，这意味着他很少从生产商那里直接进货。BackTranslationofTextPara.3事实上，他大部分商品是向批发商订购的。批发商的位置处于生产商和零售商之间，因此有时被人称为“中间人”。罗伊和批发商打交道有多种不同的方式。在有些情况下，特别是购买烟卷及其它烟草制品、糖果和巧克力时，他向批发商销售代表订货，这些销售代表不时到他商店来。对其它商品，罗伊常亲自到批发商的仓库去，挑选他心目中的畅销品，然后订货。正如“现付自运”这个名称所表明的那样，罗伊付现款购货，当天把货提走。Para.4批发商受到批评，因为有人提出，在货物到达消费者的过程中批发商占据了一个环节，从而提高了货物的成本。事实上，在分销的过程中批发商起着重要的作用。BackTranslationofTextPara.5零售商可能希望向众多的生产商订货，这肯定是很费时的。通过批发商渠道下订单，零售商只需和一个供货来源（批发商）联系，就可以订购大部分商品。另一方面，通过向一个供货来源售出许多商品，生产商可以节省运输和管理费用。下面的图表显示批发商的存在减少了（生产商与零售商）联系的次数和批发商如何节省运输和管理费用。Back生生零零零生生零零零批发商[生—生产商零—零售商]TranslationofTextPara.6如前所述，罗伊无论对哪种商品都不大量存货，同时经常到批发商仓库进货。这意味着批发商会经常把商品存在仓库里。租金和人工的费用是昂贵的，而生产商和零售商却节省了这些费用。Para.7批发商为商品分销链添了一个环节。正如我们所见，批发商在生产商和零售商之间起到了至关重要的作用。批发商也因此获得了应得的酬劳，虽然这些支付增加了成本。BackTask11.Howdoesamanufacturerdistributethegoodstothefinalconsumers?2.HowdoesRoydealwiththewholesalers?ComprehensionWorkinpairsandanswerthefollowingquestionsaccordingtotheText.Amanufacturercandistributethegoodstothefinalconsumersdirectly,orthroughretailersand/orwholesalers.Heplaceshisorderswithwholesalers’salesrepswhovisithisshopfromtimetotime,orvisitwholesalewarehousesanddocash-and-carry.BackTask13.Whatisthewholesaler’sroleinthedistributionchannel?4.What’sthecriticismforwholesalers?ComprehensionAwholesalerisamiddlemanbetweenmanufacturersandretailers.Hepurchasegoodsfrommanufacturersandresellthemtoretailers.Somepeoplesaywholesalersincreasecostsofgoods.BackTask15.Whataretheadvantagesofwholesalers?ComprehensionTheyhavethreeadvantages:1)tosavetimeandlaborforretailers;2)tosavetransportcostsandadministrationcostsformanufacturers;3)tosavewarehouserentandlaborcostsbothformanufacturersandretailers.BackTask21.Whomdothewholesalersoftenresellgoodsto?a.Finalconsumers.b.Retailers.c.Manufacturers.d.Roy.2.Whatisthecontextmeaningoftheunderlinedwordin“thismeansthatheobtainsfewofhisgoodsdirectfromthemanufacturer”?a.sellsb.resellsc.buysd.distributesComprehensionChoosethebestanswertothefollowingquestions.Back3.Whyisthewholesalersometimesknownasa“middleman”?a.Becausethewholesalerwilloftenstorehisgoodsinwarehouses.b.Becausethewholesalerincreasescostsofgoods.c.Becausethewholesaleroccupiesaplacebetweenthemanufacturerandretailer.d.Becausethewholesalerisveryimportant.4.Bychannelingordersthroughawholesaler,howmanysourcesdoestheretailerneedtocontactformostofhisgoods?a.Two.b.Several.c.Onlyone.d.Notmentioned.BackTask2Comprehension5.Whatwillhappentothenumberofbusinesscontactswithoutthepresenceofawholesaler?a.Nochange.b.Reduced.c.Increased.d.Unknown.6.What’stheauthor’sattitudetowardswholesalers?a.Positive.b.Negative.c.Suspicious.d.Dissatisfied.BackTask2ComprehensionMakingDistributionModelsSyndicateActivitiesBackWorkingroups.Discusstheadvantagesanddisadvantagesofdirectsalesandindirectsales,andthencompletetheformbelow.ActionOneNote:IndirectSalesreferstoamanufacturer’ssellinganddistributingproductsorservicesbyathird-party,suchasadistributororwholesaler,ratherthanacompany’spersonnel.BackDistributionMethodsAdvantagesDisadvantagesDirectSales●bettercustomerservice;●betterimplementationofpricepolicy;●bettercontrolofmarket;●betterunderstandingofcustomerneedsasclosertomarket●betterfeedbackfrommarket&customers●developbusinessslower●increasecompanycashcost;●increasetransportcosts&administrationcosts●increasewarehouserent&labor●increasepersonnelandequipmentcostActionOneBackDistributionMethodsAdvantagesDisadvantagesIndirectSales●helpoperatebusinessonalargerscaleandgainmoremarketshare;●helpexpandbusinessfaster;●savetransportcosts&administrationcostsforthemanufacturer;●savewarehouserent&laborfortheretailerandmanufacturer;●businessesdon’thavetoemploymorestafforbearmorepersonnelcosts●increasecostsofgoods;easilylosecontroloverprice;●mayofferpoorercustomerservice;●leadtoworsecompetitionifnotmanagedwellActionTwoBackKoofoodisacompanythatmakessnackfoods(休闲食品)includingpotatochips,sweetsandbiscuits.Thecompanystartedupthreeyearsago,andthebusinessisgrowingquitewell.Nowthecompanywantstodevelopquicklyandgainmoremarketshare.Theywanttochangetheirexistingdirectsalesmodelintoanewdistributionmodel,inwhichtheykeepdirectsalestosomekeyaccountsandusewholesalerstoservemostofretailers.CompanyProfileWorkingroupsandmakeanewdistributionmodelforKoofoodCompanyaccordingtothefollowingcompanyprofile.ActionTwoBackKoofood’sExistingDistributionModelActionTwoBackKoofood’sNewDistributionModelWholesalersSmallStoresOnlineShopsKeyAccounts(SuperStores)KoofoodCompanyConsumersConsumersConsumersConsumersChainConvenienceStoresWholesalersTask1VocabularyMatchthefollow