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Selecting Distribution Channels and Sales Team Management

In: Aerospace Marketing Management

Author

Listed:
  • Philippe Malaval

    (Toulouse Business School)

  • Christophe Bénaroya

    (Toulouse Business School)

  • Jonathan Aflalo

    (ATPCO-Airline Tariff Publishing Company)

Abstract

When aircraft builders and parts suppliers sell to businesses, distribution is often highly simplified. In general, there is no intermediary between the supplier and the customer and consequently, it is possible to focus on managing the sales team (direct channel). However, a product as complex as a plane can also be sold to a leasing company. In this case the latter plays the intermediary role. This phenomenon which began with civil aircraft is rapidly developing in the business jet sector. However, it is in the context of sales to individual consumers that indirect distribution is especially important. The airlines have sometimes adopted very distinct strategies in terms of ticket distribution. First we will look at the main functions of distribution from a logistics and commercial point of view, and then we will discuss selecting and managing a distribution channel. We will look at merchandising which allows travel agencies to best adapt supply to demand and the main specifications of services distribution and industrial trade.

Suggested Citation

  • Philippe Malaval & Christophe Bénaroya & Jonathan Aflalo, 2014. "Selecting Distribution Channels and Sales Team Management," Management for Professionals, in: Aerospace Marketing Management, edition 127, chapter 9, pages 309-342, Springer.
    • Handle: RePEc:spr:mgmchp:978-3-319-01354-1_9
    DOI: 10.1007/978-3-319-01354-1_9
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