The Manager's Guide to Distribution Channels

Linda Gorchels, Marie Edwards, Chuck West

226 pages, parution le 11/05/2004

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Résumé

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 realworld cases and examples to give managers a nontheoretical, balanced blend of thought-provoking insights and hands-on tactics.

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.

L'auteur - Linda Gorchels

Linda Gorchels has extensive experience as a product and marketing manager and is currently managing director of executive marketing seminars in the executive education department of the school of business, University of Wisconsin-Madison. She is the author of the bestselling The Product Managers Handbook.

Sommaire

An executive Overview of Channel Structure
- Understanding Distribution
- Forces Shaping Channel Strategy
- Supply Chain Management
- Legal Issues and the Reseller Contract
Strategic Decisions
- Clarifying Requirements: A Roadmap for Businessexecutives
- Channel Design
- International Channel Design
- Selecting Suitable Channel Partners
Managing the Ongoing Relationhip
- Understanding the Distributor'sWorld: Implications for Suppliers
- Establishing Mutual Performance Expectations
- Improving Channel Effectiveness
- Monitoring Performance and Adjusting plans

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Caractéristiques techniques

	PAPIER
Éditeur(s)	Mc Graw Hill
Auteur(s)	Linda Gorchels, Marie Edwards, Chuck West
Parution	11/05/2004
Nb. de pages	226
Format	16 x 24
Couverture	Relié
Poids	530g
Intérieur	Noir et Blanc
EAN13	9780071428682
ISBN13	978-0-07-142868-2