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2947 Establish and maintain distribution channel structures

By Alice Allen,2014-05-02 01:15
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2947 Establish and maintain distribution channel structures2947,and

NZQA Expiring unit standard 2947 version 4

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Title Establish and maintain distribution channel structures

    Level 6 Credits 7

    Purpose This unit standard is for people who seek to provide effective

    links between products and end-users.

    People credited with this unit standard are able to analyse the

    role of distribution channels; evaluate alternatives for

    distribution channels and analyse the inter-relationships of

    channel members. They are also able to assess customer

    channel service needs and determine and maintain distribution

    channel structures.

Classification Marketing > Generic Marketing

Available grade Achieved

Explanatory notes

Assessment guidance

    This unit standard can be completed in a work based environment, or in a training or education environment if simulated marketing conditions are able to be provided, or in a combination of both environments.

Outcomes and evidence requirements

Outcome 1

Analyse the role of distribution channels.

Evidence requirements

    1.1 The role of distribution channels is evaluated in terms of linking products with

    end-users.

1.2 The functions of distribution channels are defined.

    Range product, title, payment, negotiation, financing, information,

    promotion, service functions.

NZQA National Qualifications Services ; New Zealand Qualifications Authority 2012

    SSB Code 130301

NZQA Expiring unit standard 2947 version 4

     Page 2 of 5

Outcome 2

Evaluate alternatives for distribution channels.

Evidence requirements

    2.1 Channel options are compared for consumer goods, non-consumer goods and

    services.

2.2 Direct and indirect channels are differentiated.

2.3 The functions of reverse channels are analysed.

    Range recycling components, product recalls, provision of services,

    product and service evaluations.

    2.4 Channel intermediaries and their responsibilities are defined.

    Range middleman, agent, broker, wholesaler, retailer, distributor, dealer,

    reseller, franchise holder.

    2.5 Complexities of establishing international channels are investigated.

    Range legal, regulatory, language, customs, government policies,

    logistics, currency, costs.

    2.6 The functions of integrated marketing systems are analysed.

    Range horizontal, vertical, corporate, administered, contractual.

Outcome 3

Analyse the inter-relationships of channel members.

Evidence requirements

    3.1 Related goals for producers and channel members are assessed for their ability

    to provide effective links between producers and end users.

    3.2 Customer service policies are investigated in terms of consistent

    implementation throughout channel organisations.

    3.3 The effectiveness of communication and support systems in fostering

    cooperation between channel members is assessed.

    3.4 Potential sources of channel conflict are identified.

    Range bypassing channels, oversaturating markets, complex channel

    links, inadequate channel support, inconsistent channel

    management.

NZQA National Qualifications Services ; New Zealand Qualifications Authority 2012

    SSB Code 130301

NZQA Expiring unit standard 2947 version 4

     Page 3 of 5

    3.5 Leadership functions of channel leaders are defined in terms of coordinating

    channel systems.

3.6 Channel power sources are identified.

    Range reward, expert, legitimate, coercive.

Outcome 4

Assess customer channel service needs.

Evidence requirements

4.1 Unit quantities that meet customer needs are established.

    4.2 Market locations that meet customer needs are established.

    Range centralised, decentralised.

    4.3 Delivery lead times that meet customer needs are established.

    4.4 Product variety preferences that meet customer needs are established.

    4.5 Required product and channel service levels that meet customer needs are

    analysed and determined.

Outcome 5

Determine distribution channel structures.

Evidence requirements

    5.1 Target market, marketing mix factors and customer preferences are analysed

    and distribution channel requirements are determined.

    5.2 Estimated market sales levels, channel establishment and maintenance costs

    are assessed for distribution channel alternatives.

    5.3 Expertise of channel members is assessed for channel alternatives.

    5.4 Product factors are analysed in relation to distribution channel options.

    Range life cycle, complexity, value, physical factors, consumer

    perceptions, product line breadth.

    5.5 Organisational objectives and constraints for distribution channels are identified.

    5.6 Resource requirements for distribution channel options are assessed.

    5.7 The organisation's ability to effectively manage distribution is evaluated for

    channel alternatives.

NZQA National Qualifications Services ; New Zealand Qualifications Authority 2012

    SSB Code 130301

NZQA Expiring unit standard 2947 version 4

     Page 4 of 5

    5.8 Distribution channel options are evaluated in terms of required intensity of

    distribution.

    Range intensive, selective, exclusive.

    5.9 Distribution channel structures are recommended from options evaluated for

    products and target markets.

Outcome 6

Maintain distribution channel structures.

Evidence requirements

    6.1 Channel objectives and standards are established and agreed with channel

    members.

    6.2 Individual channel member agreements that meet organisational, legal and

    regulatory requirements are produced.

    6.3 Communication processes that ensure information is disseminated within and

    across channel structures are established.

    6.4 Channel structure operations that provide for support and motivation needs of

    channel members to be assessed and met are established.

    6.5 Channel structure agreements that include provisions for monitoring, evaluation

    and adjustment of individual channel policies to meet organisational and

    individual channel objectives are produced.

    Replacement information This unit standard and unit standard 2948 have been

    replaced by unit standard 26389.

    This unit standard is expiring. Assessment against the standard must take place by the last date for assessment set out below.

    Status information and last date for assessment for superseded versions Process Version Date Last Date for Assessment

    Registration 1 20 March 1995 31 December 2012

    Revision 2 9 January 1998 31 December 2012

    Revision 3 16 January 2001 31 December 2012

    Review 4 19 November 2010 31 December 2012

Accreditation and Moderation Action Plan (AMAP) reference 0113

    This AMAP can be accessed at http://www.nzqa.govt.nz/framework/search/index.do.

NZQA National Qualifications Services ; New Zealand Qualifications Authority 2012

    SSB Code 130301

NZQA Expiring unit standard 2947 version 4

     Page 5 of 5

Please note

    Providers must be granted consent to assess against standards (accredited) by NZQA, or an inter-institutional body with delegated authority for quality assurance, before they can report credits from assessment against unit standards or deliver courses of study leading to that assessment.

    Industry Training Organisations must be granted consent to assess against standards by NZQA before they can register credits from assessment against unit standards.

    Providers and Industry Training Organisations, which have been granted consent and which are assessing against unit standards must engage with the moderation system that applies to those standards.

    Consent requirements and an outline of the moderation system that applies to this standard are outlined in the Accreditation and Moderation Action Plan (AMAP). The AMAP also includes useful information about special requirements for organisations wishing to develop education and training programmes, such as minimum qualifications for tutors and assessors, and special resource requirements.

    NZQA National Qualifications Services ; New Zealand Qualifications Authority 2012

    SSB Code 130301

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