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  Marketing Channels

  Marketing Channels shows readers how to design, develop and maintain effective relationships among channel members to achieve sustainable competitive advantage by using both strategic and managerial frames of reference. It emphasizes strategies for planning, organizing and controlling the alliances among the institutions, agencies and in-house units that bring products and services to market. The text focuses on the way in which marketing channels can provide customer service--both for the end-users they se

  

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  Tags: sales marketing Customer Channel Migration Channels Customers Multi-Channel Customer Relationship Management Customer Experience Customer Support

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  Transforming Your Go-to-market Strategy: The Three Disciplines of Channel Management

  Most distribution channels are outdated and unwieldy, serving neither customers nor channel partners adequately. Despite new technologies that have streamlined many transactions and processes, a general lack of leadership combined with flawed and deeply ingrained structures make distribution channels exceedingly difficult to change. What companies need, says V. Kasturi Rangan, is a new approach to going to market--channel stewardship--that simultaneously addresses customers' best interests and drives profit

  

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  The Manager's Guide to Distribution Channels

  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-

  

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  The B2B Refinery

  The B2B Refinery examines critical go-to-market problems that hamper growth and dilute profits. The book then offers business-to-business companies a roadmap to better ROI through strategic lead management.

  

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  The Channel Advantage

  The Strategy of Going to Market is the first rigorous and definitive guide to look at the whole field of channel strategy and management with the aim of giving managers a clear and credible road map to move forward in this increasingly complex area.
  
  It is an action plan for professionals and students written by experts who have created, implemented and evaluated successful channel strategies for companies in a range of international markets.
  
  The book provides practical and authoritative advice on se

  

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  Sales Force Design for Strategic Advantage

  This book focuses upon the role of the sales force in today's changing world and how to design a sales force for strategic advantage. It includes sections on how to assess the current sales force design and how to implement change and covers customer segmentation, market strategy, structuring and sizing, alignment, metrics and managing change.

  

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  Managing Channels of Distribution

  This "channelmaster's" handbook explores all the macro and micro business influences that affect channel management efficiency, the frustrating areas of channel power and conflict, the potentially dangerous issue of legalities (with an entire chapter devoted to antitrust concerns), and, most importantly, the channel design sequence. From basic concepts such as what the various channels of distribution are and why you use them to intricate issues like channel selection criteria, market coverage str

  

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  Marketing Channels: A Management View

  Marketing Channels: A Management View, a market leader, is known to provide a management focus and managerial framework to the field of marketing channels. Theory, research, and practice are covered thoroughly and blended into a discussion that stresses decision making implications. This new edition reflects global, socio-cultural, and technological changes that have taken place within the industry.

  

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  The Channel Champions How Leading Companies Build New Ways to Serve Customers

  Channels by which goods are marketed and distributed have become the new drivers of economic success. Consultants Wheeler and Hirsh write about dozens of companies that have excelled in this channel-driven economy, such as Dell, Lexus, and Amazon.com. They base their exploration and analysis on real-world experience working with clients.

  

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  Channel Management

  Fast track route to effective channel management
  Covers key channel management techniques, from deciding the mix and ensuring customer focus monitoring performance and channel innovation

  

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  The Hybrid Company: Reach All Your Customers Through Multi-Channels Anytime, Anywhere

  Author Bernadette Tiernan take a look into the questions, "What are the characteristics of a hybrid company?" "Does my business need to be a hybrid company?" and "What are the advantages of selling through multi-channels?"

  

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  The Multi-Channel Edge by Bert Rosenbloom

  Customers have more choices than ever when it comes to how and where to buy. Companies expecting to thrive in this environment need the right channel mix to reach these customers. Rosenbloom draws on the experiences of hundreds of organizations from all over the world to help companies develop multi-channel marketing strategies that bring customers in and keep competitors out.

  

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  Marketing Metrics: 50+ Metrics Every Marketer Should Master

  The authors show how to use a “dashboard” of metrics to view market dynamics from multiple perspectives, to maximize accuracy, and to “triangulate” to optimal solutions. You’ll discover high-value metrics for virtually every facet of marketing: promotional strategy, advertising, and distribution; customer perceptions; market share; competitors’ power; margins and pricing; products and portfolios; customer profitability; sales forces and channels; and more. For clarity and simplicity, this book avoids advanc

  

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