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

Name: Channel Advantage Going to Market with Multiple Sales Channels to Reach More Customers, Sell More Products, Make More Profit
Availability: InStock
ISBN: 9780750640985

ISBN-10: 0750640987

ISBN-13: 9780750640985

Edition: 1999

Authors: Lawrence Friedman, Tim Furey

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.

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



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