Which type of distribution uses a few, carefully identified retailers in a given territory with the intention of maintaining a particular image and controlling the flow of merchandise into an area?

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

Answer: (C)

Selective distribution emphasizes using a limited number of carefully chosen retailers in a given area to preserve a specific brand image and to control how much product enters the market. By selecting partners that align with the brand’s standards, the company can ensure consistent in-store presentation, pricing, and promotions, which helps sustain a premium or particular image. It also gives the manufacturer leverage to manage flow—restricting supply to avoid oversaturation and preserve perceived value.

In contrast, intensive distribution aims for broad availability across many outlets to maximize reach, which makes maintaining a controlled image difficult. Direct distribution involves selling straight to customers or to retailers without intermediaries, which isn’t about limiting retailer count in a territory. Global distribution focuses on international expansion rather than the number of retailers within a single area.