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The managers guide to distribution channels

Author: Linda Gorchels; Chuck West; Edward J Marien
Publisher: New York : McGraw-Hill, ©2004.
Edition/Format:   Print book : EnglishView all editions and formats
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Material Type: Internet resource
Document Type: Book, Internet Resource
All Authors / Contributors: Linda Gorchels; Chuck West; Edward J Marien
ISBN: 0071428682 9780071428682
OCLC Number: 53814529
Description: xii, 225 pages : illustrations ; 24 cm
Contents: Understanding distribution --
Forces shaping channel strategy --
Supply chain management --
Legal issues and the reseller contract --
Clarifying requirements --
Channel design --
International channel design --
Selecting suitable channel partners --
Understanding the distributors world --
Establishing mutual performance expectations --
Improving channel effectiveness --
Monitoring performance and adjusting plans.
Responsibility: Linda Gorchels, Edward J. Marien, Chuck West.
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Abstract:

Channel management has become one of the important components of a firm's competitive strategy, with mistakes often costing companies millions - and channel managers their careers. This title  Read more...

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