Distribution Channels
Most sales arise through three main channels. The sizes in volume and value of these three channels are given in Figure 3 below:
Figure 4 – Size in volume and value of the three distribution channels
The majority of sales force expenditure for each competitor involves the extent to which their strategy focuses on developing and maintaining one, two or all three of these distribution channels, as well as their investment in geographic expansion within Roundland and beyond to Starland.
A detailed description of each channel is given in the next sections:
