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"Channels of distribution is one of the hottest areas in marketing and sales today. And no one understands the subject better than Ken Rolnicki!
Managing Channels of Distribution supplies a much-needed source of knowledge and expertise that professionals can rely on. Based on case studies and real-life experience, the book explains the complexities of managing multiple channels — distributors, dealers, manufacturer’s reps, VARs, private labels, brokers, wholesalers, retailers, and all the rest.
In the process, Rolnicki explores both macro and micro business influences that affect channel effectiveness. Special attention is paid to the frustrating areas of channel power and conflict, the dangerous issue of legalities, and the most critical topic of all — the channel design sequence."
|List of Exhibits|
|Ch. 1||Pivotal Marketing Channel Concepts||1|
|Ch. 2||Channel Design Sequence||29|
|Ch. 3||Marketing Channel Macroinfluences and Internal Variables||41|
|Ch. 4||Competitive Analysis and Strategy||51|
|Ch. 5||Discovering Customer Satisfaction Requirements||67|
|Ch. 6||Channel Selection Criteria||71|
|Ch. 7||Eagles Don't Flock: Locating Channel Member Candidates||89|
|Ch. 8||Channel Candidate Enticements and Inducements: Business Policies That Bond Your Channel to You||99|
|Ch. 9||Channel Management and Communication||125|
|Ch. 10||Channel Conflict and Power||147|
|Ch. 11||Channel of Distribution Motivational Concepts and Processes||165|
|Ch. 13||New and Different Channel Forms and Trends||227|
|App. A||Channel of Distribution Words of Wisdom Glossary||245|
|App. B||International Laws Affecting Channel of Distribution Relations||249|
Posted November 9, 2000
this book is easy to read and understand. also provide the know-how in this subject. I alway use this book as my guide to select and implement our overseas marketing channels. I hope to read another book from this author.Was this review helpful? Yes NoThank you for your feedback. Report this reviewThank you, this review has been flagged.
Posted October 9, 2009
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