Manager's Guide to Distribution Channels

ISBN-10: 0071428682

ISBN-13: 9780071428682

Edition: 2004

List price: $48.00 Buy it from $28.60
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Description: Mistakes in distribution decisions can cost companies a lot of money. This book offers explicit tools to help managers with the job of managing their 'go to market' strategies.

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Book details

List price: $48.00
Copyright year: 2004
Publisher: McGraw-Hill Companies, The
Publication date: 5/7/2004
Binding: Hardcover
Size: 6.00" wide x 9.00" long x 1.00" tall
Weight: 1.144
Language: English

Linda Gorchels, Chuck West, and Edward Marien are on the School of Business faculty and program directors at the University of Wisconsin (Madison, WI). Gorchels is the author of "The Product Manager's Handbook,"

Preface
An Executive Overview of Channel Structure
Understanding Distribution
Strategic Fit
Management Issues
Stages of Channel Redesign
Key Points
Forces Shaping Channel Strategy
Channel Strategy as Part of Overall Business Strategy
External Forces Impacting Channel Strategy
Internal Forces Shaping Channel Strategy
Key Points
Supply Chain Management
Fulfilling the Demands of Supply Chain Trading Partners
Supply Chain Core Processes
Key Points
Legal Issues and the Reseller Contract
Terminology
The Legal Side of Marketing Policies
Written Contracts
Key Points
Strategic Decisions
Clarifying Requirements: A Roadmap for Business Executives
Define Channel and Coverage Requirements
Develop Channel Design
Select Suitable Channel Partners
Establish Mutual Performance Expectations
Improve Channel Effectiveness
Monitor Performance and Adjust Plans
Key Points
Channel Design
Revisiting Channel Goals
Renovating Existing Channels
Managing Multiple Channels
Building Hybrid Channels
Key Points
International Channel Design
Targeting World Markets
Evaluating Different International Channel Structures
Selecting the Right Channel Partners
Managing the Channel
Key Points
Selecting Suitable Channel Partners
Search Methodology
Assessing Your Channel Candidate
Recruit and Sign the Best Candidates
Key Points
Managing the Ongoing Relationship
Understanding the Distributor's World: Implications for Suppliers
Distributor Definitions
Manufacturer's Influence
Forces of Change
Manufacturing and Distributor Differences
Changes in Distributor Operations
Changes in Manufacturer and Distributor Relationships
Strategic Implications for Manufacturers
Key Points
Establishing Mutual Performance Expectations
Traditional Role Expectations
Manufacturer Plans
Distributor Plans
Distributor Profiles
How Distributors Evaluate Manufacturers
Penetration Index
Key Points
Improving Channel Effectiveness
Six Components to Improve Channel Effectiveness
Selling to Your Distributors
Selecting a Product Champion or Product-Line Specialist
Coaching Your Product-Line Specialist
Distributor Sales Training
Using Promotions and Advertising
Acting as a Business Consultant
Key Points
Monitoring Performance and Adjusting Plans
Performance Monitoring
Adjustments
Key Points
Index
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