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Sales and marketing channels : how to build and manage distribution strategy

Author: Julian Dent; Michael White
Publisher: London ; New York : Kogan Page Limited, 2018. ©2018
Edition/Format:   eBook : Document : English : Third editionView all editions and formats
Summary:
"Unprecedented upheavals in routes-to-market are challenging businesses of all types. Products are becoming services, online and offline channels are integrating, and new distribution channels are dictating terms to producers. The third edition of Distribution Channels re-positions itself as Sales and Marketing Channels, placing market access at the heart of business and marketing strategy. This global bestseller  Read more...
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Genre/Form: Electronic books
Additional Physical Format: Print version:
Dent, Julian, 1957-
Sales and marketing channels.
London ; New York : Kogan Page Limited, 2018
Material Type: Document
Document Type: Book, Computer File
All Authors / Contributors: Julian Dent; Michael White
ISBN: 9780749482152 074948215X
OCLC Number: 1030033573
Notes: Revision of: Distribution channels, 2011.
Description: 1 online resource
Contents: How to get the best out of this book --
The business of getting products and services to market --
Major trends and developments in market access --
The role of the distributor for sales and marketing channels --
How the distributor business model works --
Managing distributors' margins and profitability --
Managing distributors' working capital --
Managing distributors' productivity --
Managing distributors' sustainability --
Managing distributors' managing growth --
Understanding the distribution landscape --
How to get the best from distribution strategy --
The roles of the final-tier channel players --
How the business model works for final-tier channel players --
Managing final-tier channel players' sales and utilization --
Managing final-tier channel players' gross margin and recoverability --
Managing final-tier channel players' working capital management --
Managing final-tier channel players' value creation and growth --
How to get the best from final-tier channel players --
Introduction to managing distribution in individual industry sectors --
Insights from managing capital goods distribution --
Insights from managing consumer goods distribution and retailers --
Insights from managing services distribution --
Insights from managing hotels, restaurants, catering and travel distribution --
Insights from managing intellectual property distribution --
Insights from managing franchised distribution.
Other Titles: Distribution channels
Responsibility: Julian Dent, Michael White.

Abstract:

Utilize a complete economic framework for taking products and services to market with this updated and multi-sector approach to distribution strategy.  Read more...

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"This book is essential reading for any vendor working with indirect channels of distribution. The deep insights into channel business models it provides enable vendors to secure maximum value from Read more...

 
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