Chapter XIII Wholesaling

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Chapter XIIIWholesaling

• By
• Aj-Kulachatr Chatrakul Na Ayudhaya
• Marketing Department
• Business Administration Faculty
• Payap University Chiang-Mai Thailand

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Chapter XIIIWholesaling

• Nature and Importance of Wholesaling
• Wholesaling includes all the activities
  involved in selling goods or services to those
  who buy for resale or business use.
• (Kotler Philip , Marketing Management Analysis ,
  Planning , Implementing and Control. 1994 , P-576)

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(One-to-Many)
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ChannelOne
Wholesaling
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Chapter XIIIWholesaling

• Wholesaler Merchant Middle man
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• Wholesaling Middleman
• Manufacturer Agent , Broker
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• ??????????????? Commissions

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Chapter XIIIWholesaling

• Wholesalers Functions
• Selling Promotion
• Buying Assortment Building
• Breaking Bulk
• Warehousing
• Transportation
• Financing
• Risk taking
• Market Information
• Anticipating Customers need
• Management Services and Counseling

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WholesalingMajor Type of Wholesalers

• Merchant Wholesalers
• Full-service Wholesalers
• General merchandise Wholesalers
• Single-line Wholesalers
• Specialty Wholesalers
• Limited-service Wholesalers
• Cash Carry Wholesalers
• Drop-shipper or Desk Jobber
• Wagon , Truck Jobber
• Rack Jobber
• Producers Cooperatives
• Mail Order Wholesaler

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WholesalingMajor Type of Wholesalers

• Broker Agent
• Brokers
• Manufacturers Agent
• Commission Merchants
• Manufacturers Sales Offices /Branch
• Sales Branches and Offices
• Purchasing Offices
• Miscellaneous Wholesalers
• Market Place (Agriculture Assemblers)
• Petroleum Bulk Tank or Gas Terminals
• Auction House

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WholesalingTrend in Wholesaling

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