The channel advantage :
Friedman, Lawrence G.
The channel advantage : going to market with multiple sales channels to reach more customers, sell more products, make more profit / Lawrence G. Friedman, Timothy R. Furey. - Amsterdam : Butterworth Heinemann, 1999. - x, 228 p. ; 25 cm.
Includes index
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.
0750640987
9780750640985
Marketing channels.
BUSINESS & ECONOMICS ---- International -- --Marketing.
BUSINESS & ECONOMICS ---- Marketing -- --Multilevel.
HF5415.129 / .F75
The channel advantage : going to market with multiple sales channels to reach more customers, sell more products, make more profit / Lawrence G. Friedman, Timothy R. Furey. - Amsterdam : Butterworth Heinemann, 1999. - x, 228 p. ; 25 cm.
Includes index
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.
0750640987
9780750640985
Marketing channels.
BUSINESS & ECONOMICS ---- International -- --Marketing.
BUSINESS & ECONOMICS ---- Marketing -- --Multilevel.
HF5415.129 / .F75