The Manager’s Guide to Distribution Channels by Linda Gorchels
By: Linda Gorchels; Edward J. Marien; Chuck West
Print ISBN: 9780071428682, 0071428682
eText ISBN: 9780071442954, 0071442952
Edition: 1st
Copyright year: 2004
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.
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