12.5 Wholesaling

Manufacturers' reps

act as independent sales forces by representing the manufacturers of related but noncompeting products

sales office

an office for a producer's salespeople

Differentiate between a merchant wholesaler and an agent or broker in terms of title to the goods.

Differentiate between a merchant wholesaler and an agent or broker in terms of title to the goods.

agents and brokers

Wholesaling intermediaries who facilitate the sale of a product by representing channel members.

Define wholesaling.

Wholesaling is the process of selling goods primarily to retailers, other wholesalers, or business users.

independent wholesaling intermediary

a business that represents a number of different manufacturers and makes sales calls on retailers, manufacturers, and other business accounts. Independent wholesalers are classified as either merchant wholesalers or agents and brokers, depending on whether they take title to the products they handle.

wholesaler

distribution channel member that sells primarily to retailers, other wholesalers, or business users.

Merchant wholesalers

independently owned firms that take title to the merchandise they handle

drop shipper

limited-function merchant wholesaler that receives customer orders, negotiates with producers, takes title to goods, and arranges for shipment to customers

Sales branches

manufacturer-owned intermediaries that sell products and provide support to the manufacturer's sales force

full-function merchant wholesaler

provides a complete assortment of services for retailers or industrial buyers

limited-function merchant wholesaler

takes legal title to the products it handles but provides fewer services to the retailers