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Channel champions : how leading companies build new strategies to serve customers
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Channel champions : how leading companies build new strategies to serve customers

Author: Steven Wheeler; Evan Hirsh
Publisher: San Francisco, Calif. : Jossey-Bass, ©1999.
Series: The Jossey-Bass business & management series; A Strategy & business book
Edition/Format: Book : English : 1st edView all editions and formats
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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.
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