ENGLISH

Managing Channels of Distribution: The Marketing Executive's Complete Guide

By Kenneth Rolnicki

Book information

Publisher
AMACOM
Year
1998
ISBN
0814403352, 9780814403358
LCC
HF5415.129 .R65 1998
Open Library ID
OL684511M
Language
english
Format
MOBI
Filesize
3 MB (2954148 bytes)
Pages
288\0
Orientation
yes
Scanned
yes
Time added
2012-02-04 16:00:00

Description

"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."

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