Between the intensive and exclusive distribution strategies lies ______ distribution, which uses a few, well-selected retailers in a territory.

• A. Intensive Distribution
• B. Exclusive Distribution
• C. Selective Distribution
• D. Direct Distribution

Answer: (C)

Selective distribution sits between intensive and exclusive distribution, using a few, well-selected retailers in a territory. This approach balances reach with control: you get enough market coverage to be accessible to customers, but you can maintain higher standards of service, presentation, and price integrity by choosing retailers that align with your brand. It’s particularly effective for products that benefit from specialized sales support or prestige, where too many outlets could dilute brand image or reduce the level of service. In contrast, intensive distribution floods the market with as many outlets as possible, while exclusive distribution limits access to a single or very limited number of retailers; direct distribution involves selling straight to customers without intermediaries.