This paper is about understanding through deep market analysis what are the issues and opportunities in distribution. It highlights the detailed hypotheses driven ‘diagnostic’ framework to perform this analysis and shows the selling force role in successfully managing distribution excellence...

This paper highlights the way in which a distribution system can be made operational in FMCG, starting from the interaction between three components of the system: selling, delivery and trade marketing. On this basis, I have categorized the improvement opportunities of each component, using the...

This article is a theoretical approach on the main mathematical models used in marketing practice. Application of general systems theory in marketing involves setting behavior assumptions as models of various processes.These models have, on the one hand, to describe the interactions between...

In the face of higher costs of operation and increasing pressures from customers for better service, the logistics organization must adapt to meet the challenge. An understanding of the factors that make organizations effective, and a knowledge of how these factors interrelate, are the first...

This article is a theoretical approach on retail reverse logistics. Environmental concern and the current marketing strategy have spurred retailers to implement strategies to facilitate product returns from end customers. Reverse logistics, indicating the process of this return flow, encompasses...

Decision analysis incorporates both the awareness of decision makers, which is located between total confidence and total ignorance and action values assigned to outcomes variants, meaning decision makers preferences. Marketing actions are often insecure. Under these conditions, to achieve the...

The current paper is a theoretical approach to the management of territories according to sales force, which has an important role in the realization of distribution. The central element is the way in which agents split their efforts between the activities and routes they are responsible with. A...