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The channel advantage : going to market with multiple sales channels to reach more customers, sell more products, make more profit

Author: Lawrence G Friedman; Timothy R Furey
Publisher: Oxford ; Boston : Butterworth Heinemann, 1999.
Edition/Format:   eBook : Document : EnglishView all editions and formats
Summary:
'The Channel Advantage' deals with one topic, and deals with it comprehensively and rigorously: how to construct a sales channel system that will yield world-class sales performance and durable competitive advantage. This book helps readers move decisively away from the notion of channel strategy as a sideline to the core business. Building a channel advantage is the core business today, and this is an essential  Read more...
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Genre/Form: Electronic books
Additional Physical Format: Print version:
Friedman, Lawrence G.
Channel advantage.
Oxford ; Boston : Butterworth Heinemann, 1999
(DLC) 99028260
(OCoLC)41108565
Material Type: Document, Internet resource
Document Type: Internet Resource, Computer File
All Authors / Contributors: Lawrence G Friedman; Timothy R Furey
ISBN: 0585255156 9780585255156
OCLC Number: 45727461
Description: 1 online resource (x, 228 pages) : illustrations
Contents: Introduction: the competitive advantage of sales channels; Choosing the right sales channels ... --
The starting point: product-market focus; Aligning channels with how customers buy; The impact of products on channel selection; The bottom line: the economics of channel selection; ... And building them --
The 'leveraged' sales force; Business partner (indirect) channels; Telechannels; The Internet; Managing channels for high performance --
The art of channel mix and integration; Investing in (and across) a portfolio of channels; Measuring and managing channel performance.
Responsibility: Lawrence G. Friedman, Timothy R. Furey.

Abstract:

Explains how to construct a sales channel system that will yield world-class sales performance and durable competitive advantage. This book helps readers move decisively away from the notion of  Read more...

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"The Channel Advantage is filled with insights and useful examples. It provides a clear roadmap for businesses seeking to catch up with important changes in consumer behavior by integrating the Read more...

 
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