Channel Sales And Management In Distribution

Author : Robert Hastings
Publisher : Businessman 101
Page : 151 pages
File Size : 49,8 Mb
Release : 2011-05-09
Category : Business & Economics
ISBN : 9781460984482

Get Book

Channel sales and management in distribution by Robert Hastings Pdf

OVERVIEWDistribution is the largest business in the world! It is bigger than mining or food or clothing and this book offers valuable insight and information regarding how to be a successful sales professional and manager in a channel business.Channel is the market layers through which distribution takes place and this book is designed to give the necessary skills in the distribution and channel market on sales and management with a rounded view of the required skills and knowledge. What makes this book unique is the insight and experience of the author who has been involved in the distribution market for over 30 years and he understands what makes it work and what makes a successful channel sales person and manager.This book Successful Channel Sales in Distribution offers a range of informative chapters which will guide you through distribution systems and the multi layers from the distributor down to the Value Added Reseller, System Integrators, Agents and appointed representatives.The book reviews the all important 80/20 principle in setting up a national channel market. Successful Channel sales reviews distribution partners and how they work, how relationship management works and what is the most successful and tried methods in partner retention programs. Several of the chapters are devoted to understanding the sales drivers in distribution channels and how to maximise the earnings and capability in your market of choice.THe book offers advice on how to understand the role of marketing and promotions including the 'push and pull' effect on the distributor to the reseller. There are sections on finance and 'channel metrics' as well as human resources and overall channel management techniques.How can you be successful within a channel structure? Who are the significant players in a channel structure and what skills do you need to understand and drive channel sales? All these questions are answered with informative advice on how to succeed and progress in a distribution market business.This book offers a professional approach in how to create a long term career in the channel business no matter if the distribution is aircraft or widgets!If you want to understand a channel sales cycle, relationship management, marketing and promotions, human resource, stockholding and the financial side of credit and credit management these subjects are all listed in easy to understand jargon and how each interlinks in the distribution chain.If you want to understand channel or you are an educated channel manager this is the book for you as it is written for those seeking a better understanding of channel management and sales expertise or are looking for a role in distribution.

Author : Linda Gorchels,Edward Marien,Chuck West
Publisher : McGraw Hill Professional
Page : 239 pages
File Size : 54,6 Mb
Release : 2004-05-22
Category : Business & Economics
ISBN : 9780071442954

Get Book

The Manager's Guide to Distribution Channels by Linda Gorchels,Edward Marien,Chuck West Pdf

Channel management has become one of the most important components of a firm's competitive strategy, with mistakes often costing companies millions--and channel managers their careers. The Manager's Guide to Distribution Channels provides managers and decision makers with proven tools and go-to-market strategies for refining channel strategies and managing distribution relationships. Self-assessment tools combine with realworld cases and examples to give managers a nontheoretical, balanced blend of thought-provoking insights and hands-on tactics.

Author : Julian Dent,Michael White
Publisher : Kogan Page Publishers
Page : 385 pages
File Size : 40,9 Mb
Release : 2018-04-03
Category : Business & Economics
ISBN : 9780749482152

Get Book

Sales and Marketing Channels by Julian Dent,Michael White Pdf

Analyze, plan and manage profitable channels to market with this economic framework, ensuring maximum leverage of channel partners at every stage of the go-to-market process, with this fully revised third edition of the global bestseller, Distribution Channels - an essential toolkit for strategizing new and existing routes to market. Unprecedented upheavals in routes-to-market are challenging businesses of all types. Products are becoming services, online and offline channels are integrating, and new distribution channels are dictating terms to producers. Placing market access at the heart of business and marketing strategy, this revised edition of Sales and Marketing Channels (originally Distribution Channels) addresses emerging business models and buying behaviours with practical steps, offering an efficient structure to extract tangible commercial value from partner relationships. Often referred to as the "Place" P in the marketing mix, this book and its host of downloadable resources integrate innovative case studies like AirBNB, the largest seller of rooms without ownership of any; Transferwise, the peer-to-peer Forex; plus, the rise of online retailers like Amazon and ASOS versus the decline of traditional stores like Macy's or BHS. Other updates include: -The impact of cloud technology -Advancing consumer channels -Monetizing the distribution of intellectual property -Plus the evolving 'gig economy', led by Uber and Deliveroo

Author : Kenneth ROLNICKI
Publisher : AMACOM
Page : 298 pages
File Size : 49,9 Mb
Release : 1998-01-06
Category : Business & Economics
ISBN : 0814416039

Get Book

Managing Channels of Distribution by Kenneth ROLNICKI Pdf

"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."

Author : RAMENDRA SINGH
Publisher : Vikas Publishing House
Page : 128 pages
File Size : 48,5 Mb
Release : 2024-06-02
Category : Business & Economics
ISBN : 9789325994065

Get Book

SALES AND DISTRIBUTION MANAGEMENT by RAMENDRA SINGH Pdf

The primary aim of the book is to provide students of management with a firm foundation for understanding all the main components of sales and distribution management. The book has a practical orientation, as it written by author who has worked as practicing manager mostly in sales and distribution. The book, therefore, is a useful resource to practicing professionals in industry, training and consultancy.

Author : Robert Hastings
Publisher : Unknown
Page : 160 pages
File Size : 43,9 Mb
Release : 2017-02-05
Category : Electronic
ISBN : 1520506120

Get Book

Distribution Channels - Management and Sales by Robert Hastings Pdf

Distribution is the world's largest business and understanding how to manage and sell in a distribution network takes time. The author, Robert Hastings, has over forty years experience in distribution and he offers a comprehensive view of distribution and how to successful and effectively manage a distribution business and how to increase sales.Channels? Distribution? VARs? Resellers? What does it all mean?In this easy to read book we detail how to manage and sell in the distribution industry and how to manage and sell into the sub set of any distribution network and that is channels. The book details management, marketing, sales techniques, reseller and vendor relationship management as well as a neat chapter on how to quantify and manage through the use of metrics in the channel environment.Distribution and channels are discussed and explained in simple english with chapters dedicated to how the distribution industry works through the channel process and how the system can be managed including effectiveness in selling and sales management.

Author : Axel Schultze
Publisher : Lulu.com
Page : 328 pages
File Size : 43,6 Mb
Release : 2007-12-01
Category : Business & Economics
ISBN : 9780615177595

Get Book

Channel Excellence by Axel Schultze Pdf

Channel Excellence reveals insights and provides guidance to leverage global partner networks. The author, Axel Schultze, has over 20 years experience in national and global channel development and built one of the largest high tech channels in the world. He describes 25 best practices based methodologies including channel strategies, partner recruitment, partner development, partner programs, channel sales & marketing and more. The author interviewed and worked with the most influential channel architects around the world and describes the most important stages in indirect sales to create a leading partner network. The author's provocative request: Don't confuse your sales model. Sell exclusively direct or exclusively indirect!

Author : S.L. Gupta
Publisher : Excel Books India
Page : 620 pages
File Size : 49,5 Mb
Release : 2009
Category : Sales management
ISBN : 8174464166

Get Book

Sales and Distribution Management by S.L. Gupta Pdf

Most standard books on marketing area have been written by American authors. Though there are a number of books on Sales and Distribution Management by Indian authors as well, these books do not present the Indian conditions in the right perspective. Indian students studying management require books which deal with the changing profile of Indian buyers and helps them understand their perceptions and motivations as also the factors that influence the decisions made by Indian consumers.The book offers a practical approach to Sales and Distribution Management and gives a comprehensive, easy-to-read and enjoyable treatment to the subject matter for students of Sales and Distribution Management. It includes more than 500 live examples and 30 Case Studies from Indian marketing environment and provides sufficient food for thought to students to develop themselves as Result oriented marketers of the future.

Author : Choudhury, Rahul Gupta
Publisher : IGI Global
Page : 323 pages
File Size : 45,7 Mb
Release : 2019-08-16
Category : Business & Economics
ISBN : 9781522599838

Get Book

Sales and Distribution Management for Organizational Growth by Choudhury, Rahul Gupta Pdf

Supplying a product to the most customers possible in an effective and cost-efficient way is the primary goal of the sales and distribution sector of a business, since the profits from sales are responsible for the majority of an organization’s revenue. However, with countless brands vying for the customers’ attention, the ability to create a demand for a product and subsequently supply that demand is often the key to a business’s success. There is a need for studies that seek to understand the complementary roles of an organization’s sales force and distribution team to ensure relevancy in today’s globalized world. Sales and Distribution Management for Organizational Growth is a pivotal reference source that provides vital research on the organization of sales and the sales force, their geographic deployment, and distribution and channel management including how to develop customer-oriented distribution systems. While highlighting topics including expense control, personnel training, and channel design, this book is ideally designed for business students, marketing professionals, executive members, finance analysts, operations employees, academicians, industry professionals, researchers, and students seeking current research on implementing sales strategy and distribution systems to maximize profits and remain a marketplace competitor.

Author : Charles A. Ingene,James R. Brown,the late Rajiv P. Dant
Publisher : Edward Elgar Publishing
Page : 608 pages
File Size : 50,6 Mb
Release : 2019
Category : Business & Economics
ISBN : 9780857938602

Get Book

Handbook of Research on Distribution Channels by Charles A. Ingene,James R. Brown,the late Rajiv P. Dant Pdf

Distribution channels are the most complex element of the marketing mix to fully grasp and to profitably manage. In this Handbook the authors present cutting-edge research on channel management and design from analytical, conceptual, and empirical perspectives. The breadth of this Handbook makes it appropriate for use in a doctoral course on distribution channels, or as a knowledge-broadening resource for faculty and researchers who wish to understand types of channels research that are outside the scope of their own approach to distribution.

Author : Bert Rosenbloom
Publisher : Unknown
Page : 536 pages
File Size : 44,8 Mb
Release : 1983
Category : Marketing channels
ISBN : OSU:32435002493443

Get Book

Marketing Channels by Bert Rosenbloom Pdf

Author : Sandro Castaldo,Monica Grosso,Katia Premazzi
Publisher : Edward Elgar Publishing
Page : 278 pages
File Size : 46,8 Mb
Release : 2013-01-01
Category : Business & Economics
ISBN : 9781782546191

Get Book

Retail and Channel Marketing by Sandro Castaldo,Monica Grosso,Katia Premazzi Pdf

ÔUndoubtedly a must-read for anyone interested in channel and retail marketing. Finally, the first book which integrates Ð in a comprehensive set of managerial tools Ð the channel and the retail perspectives. This book is a unique compendium for managers and business students intending to develop high-end skills on delivering successful marketing distribution.Õ Ð Fabrizio Zerbini, ESCP Europe This text, written for graduate and postgraduate students, investigates the current trends in channel management from both the distributorsÕ and the manufacturersÕ perspectives. Retail trends, marketing and innovation, e-commerce, channel marketing and multi-channel management, are comprehensively covered, alongside theoretical and managerial issues. Business cases, as well industry data and insights, are effectively used to illustrate key concepts in retail and channel marketing. Key features: ¥ Managerial examples through short practical cases ¥ Theoretical insights in boxes for further investigation ¥ Main research evidences highlighted in a chapter summary ¥ Questions that can be used to promote discussion or set as an assignment ¥ Specified learning objectives ¥ Detailed glossary This detailed text is ideal for courses introducing the channel and retail marketing domain to graduate marketing and management programmes.

Author : V. V. Gopal
Publisher : Unknown
Page : 268 pages
File Size : 53,9 Mb
Release : 2006
Category : Business logistics
ISBN : IND:30000117460158

Get Book

Channel Management by V. V. Gopal Pdf

Today, we have moved away from the traditional form of the distribution channel, the retail store, and now innovative distribution methods prevail such as mail order, catalogues, door-to-door sales and organized parties at home. Banking products are also

Author : Julian Dent
Publisher : Kogan Page Publishers
Page : 337 pages
File Size : 44,7 Mb
Release : 2008
Category : Business & Economics
ISBN : 9780749452568

Get Book

Distribution Channels by Julian Dent Pdf

Distribution Channels examines the chain that makes a product available for market and how this can be used for optimum product delivery. Includes accessing and servicing markets and customers, controlling brands, building the value proposition and creating differentiation.

Author : Maureen Guirdham
Publisher : Pergamon
Page : 242 pages
File Size : 43,8 Mb
Release : 1972
Category : Marketing
ISBN : UOM:39076005812982

Get Book

Marketing: the Management of Distribution Channels by Maureen Guirdham Pdf