Channel Advantage Going to Market with Multiple Sales Channels to Reach More Customers, Sell More Products, Make More Profit

ISBN-10: 0750640987
ISBN-13: 9780750640985
Edition: 1999
List price: $80.00
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Description: This text provides practical advice on selecting, designing, optimising and integrating channels. It looks in detail at how to achieve increased market share, revenues and profits and sets all of this in the context of sales and marketing strategy.

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Book details

List price: $80.00
Copyright year: 1999
Publisher: Routledge
Publication date: 6/1/1999
Binding: Hardcover
Pages: 228
Size: 6.50" wide x 10.00" long x 0.75" tall
Weight: 1.144
Language: English

This text provides practical advice on selecting, designing, optimising and integrating channels. It looks in detail at how to achieve increased market share, revenues and profits and sets all of this in the context of sales and marketing strategy.

Preface
Acknowledgements
Author contact information
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
Index

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