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.
Material type:
TextPublication details: Amsterdam : Butterworth Heinemann, 1999.Description: x, 228 p. ; 25 cmISBN: - 0750640987
- 9780750640985
- HF5415.129 .F75
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Methodist University Library Main General Stacks | Reference | HF5415.129 .F75 (Browse shelf(Opens below)) | Available | 12383 |
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.
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