The Channel Advantage

The Channel Advantage

5.0 1
by Tim Furey, Lawrence Friedman
     
 

ISBN-10: 0750640987

ISBN-13: 9780750640985

Pub. Date: 01/01/1999

Publisher: Taylor & Francis

'The Channel Advantage' deals with one topic, and deals with it compre hensively and rigorously: how to construct a sales channel system that will yield world-class sales performance and durable competitive adva ntage. This book helps readers move decisively away from the notion of channel strategy as a sideline to the core business. Building a chann el

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Overview

'The Channel Advantage' deals with one topic, and deals with it compre hensively and rigorously: how to construct a sales channel system that will yield world-class sales performance and durable competitive adva ntage. This book helps readers move decisively away from the notion of channel strategy as a sideline to the core business. Building a chann el advantage is the core business today, and this is an essential text and reference for all serious marketing and sales professionals and s tudents.

Product Details

ISBN-13:
9780750640985
Publisher:
Taylor & Francis
Publication date:
01/01/1999
Pages:
244
Product dimensions:
6.14(w) x 9.21(h) x 0.56(d)

Table of Contents

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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The Channel Advantage 5 out of 5 based on 0 ratings. 1 reviews.
Guest More than 1 year ago
Larry Friedman's book is the best I've read on Channels. It's well researched and well presented.