Manager’s Guide to Distribution Channels The

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Product details:

• ISBN 10: 0071428682
• ISBN 13: 9780071428682 
• Author: Linda Gorchels, Edward J. Marien, Chuck West

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.

Table contents:

1. Understanding Distribution

2. Forces Shaping Channel Strategy

3. Supply Chain Management

4. Legal Issues and the Reseller Contract

5. Clarifying Requirements: A Roadmap for Business Executives

6. Channel Design

7. International Channel Design

8. Selecting Suitable Channel Partners

9. Understanding the Distributor’s World: Implications for Suppliers

10. Establishing Mutual Performance Expectations

11. Improving Channel Effectiveness

12. Monitoring Performance and Adjusting Plans

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