Gorchels, Linda.
The manager's guide to distribution channels [electronic resource] / Linda Gorchels, Edward J. Marien, Chuck West. - New York : McGraw-Hill, c2004. - xii, 225 p. : ill.
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.
Marketing channels.
Marketing--Management.
Electronic books.
HF5415.129 / .G67 2004eb
658.8/7
The manager's guide to distribution channels [electronic resource] / Linda Gorchels, Edward J. Marien, Chuck West. - New York : McGraw-Hill, c2004. - xii, 225 p. : ill.
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.
Marketing channels.
Marketing--Management.
Electronic books.
HF5415.129 / .G67 2004eb
658.8/7