The manager's guide to distribution channels [electronic resource] / Linda Gorchels, Edward J. Marien, Chuck West.

By: Contributor(s): Publication details: New York : McGraw-Hill, c2004.Description: xii, 225 p. : illSubject(s): Genre/Form: DDC classification:
  • 658.8/7 22
LOC classification:
  • HF5415.129 .G67 2004eb
Online resources:
Contents:
Understanding distribution -- Forces shaping channel strategy -- Supply chain management -- Legal issues and the reseller contract -- Clarifying requirements -- Channel design -- International channel design -- Selecting suitable channel partners -- Understanding the distributor's world -- Establishing mutual performance expectations -- Improving channel effectiveness -- Monitoring performance and adjusting plans.
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Holdings: http://site.ebrary.com/lib/strathmore/Doc?id=10065202

Includes index.

Understanding distribution -- Forces shaping channel strategy -- Supply chain management -- Legal issues and the reseller contract -- Clarifying requirements -- Channel design -- International channel design -- Selecting suitable channel partners -- Understanding the distributor's world -- Establishing mutual performance expectations -- Improving channel effectiveness -- Monitoring performance and adjusting plans.

Electronic reproduction. Palo Alto, Calif. : ebrary, 2009. Available via World Wide Web. Access may be limited to ebrary affiliated libraries.

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