Book by Gorchels Linda Marien Edward West Chuck
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Channel management has become one of the most important components of a firm's competitive strategy, with mistakes often costing companies millions--and channel managers their careers.
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.
Self-assessment tools combine with real world cases and examples to give managers a non-theoretical, balanced blend of thought-provoking insights and hands-on tactics.Klappentext:
Valuable tools to manage and maximize each link in your firm's "go-to-market" chain
In today's every-penny-counts, globally competitive business arena, effective management of distribution channels is vital to a firm's competitive success. The Manager's Guide to Distribution Channels examines how today's most innovative corporations are literally rewriting the rules for channel management and redesigning their distribution strategies to take full advantage of ongoing technological and operational innovations.
Filled with market-proven tools and techniques for creating and managing channels that work in sync with your channel partners and end users, this real-world guidebook will show you how to:
Your markets and their needs change everyday. And while your firm's distribution strategies must be flexible enough to change with it, they must also be clear enough to be understood by each channel member. The Manager's Guide to Distribution Channels provides the knowledge and insights you need to create a profitable channel strategy, and expertly manage each channel relationship.
In each case, a leading corporation made or attempted to make distribution channel decisions to better serve its end-customers and strengthen its long-term competitive position. Yet, as the market would prove, reliance on weak channel knowledge and market insight can derail even the most ambitious plans.
The Manager's Guide to Distribution Channels is your bottom-line guide to ensuring that your firm successfully tailors its channel strategy and management to the realities of the channel and needs of the marketplace. A step-by-step handbook to formulating your channel structure, strategy, and relationship management so that it is both market-driven and results-oriented, this easy-to-implement manual is divided into three equally valuable sections:
Channel management is much more than simply the shipping and receiving of goods. It is the lifeblood of your business, and the key to its short- and long-term success. The Manager's Guide to Distribution Channels tells you everything you need to know to maximize the operational effectiveness and profitability of your marketing channels and distribution programs. It helps you manage your distribution relationships both individually and as a whole, and transforms your channel management program from an operational chore into a strategic competitive advantage.
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