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| Material Type: | Internet resource |
|---|---|
| Document Type: | Book, Internet Resource |
| All Authors / Contributors: |
Steven Wheeler; Evan Hirsh |
| ISBN: | 0787950343 9780787950347 |
| OCLC Number: | 41641431 |
| Description: | xxiv, 223 p. : ill. ; 24 cm. |
| Contents: | Foreword / William F. Stasior -- Preface -- Section 1 : (Re)think channels -- 1. The channel advantage : from products to customer relationships -- 2. Channel management : a framework for revolution -- Section 2 : The channel management process -- 3. Step one : Understand customer needs -- 4. Step two : Develop new channel concepts -- 5. Step three : Pilot test -- 6. Step four : Rapid roll-out -- 7. Step five : Study the results and adapt your channel -- Section 3 : Channel challenges -- 8. Managing channel conflict -- 9. Maximizing channel economics -- 10. The one-to-one advantage -- Notes -- The authors -- Index -- Booz-Allen & Hamilton. |
| Series Title: | The Jossey-Bass business & management series; A Strategy & business book |
| Responsibility: | Steven Wheeler, Evan Hirsh ; foreword by William F. Stasior. |
| More information: |
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