Overview:
The Manager’s Guide to Distribution Channels is a bottom-line guide, ensuring that a firm is successfully tailors its channel strategy and management to the realities of the channel and needs of the marketplace. It’s a step-by-step handbook to formulating your channel structure, strategy, and relationship management so that it is both market-driven and results-oriented, as well as easy-to-implement.
The Manager’s Guide to Distribution Channels provides managers and decision makers with proven tools and go-to-market strategies for refining channel strategies and managing distribution relationships. It also provides self-assessment tools combines with real-world cases and examples, and a non-theoretical balanced blend of thought-provoking insights and hands-on tactics that helps managers.
Authors:
Linda Gorchels, Edward J. Marien , Chuck West
Published In:
2004
