Channel advantage : going to market with multiple sales channels to reach more customers, sell more products, make more profit / Lawrence G. Friedman and Timothy R. Furey.
By: Friedman, Lawrence.
Contributor(s): Furey, Timothy R.
Material type: BookPublisher: Oxford : Butterworth-Heinemann, 1999Description: x, 228 p. : ill. ; 24 cm.ISBN: 0750640987 .Subject(s): Marketing channelsDDC classification: 658.84Item type | Current library | Call number | Copy number | Status | Date due | Barcode | Item holds |
---|---|---|---|---|---|---|---|
General Lending | MTU Bishopstown Library Lending | 658.84 (Browse shelf(Opens below)) | 1 | Available | 00076067 |
Enhanced descriptions from Syndetics:
The first rigorous and definitive guide looking at the whole field of channel strategy
Shows you how to evaluate new channels
Uses real life case studies illustrating cutting edge channel management
Includes bibliographical references and index.
Introduction: the competitive advantage of sales channels -- Part One: Choosing the right sales channels... -- The starting point: product-market focus -- Aligning channels with how customers buy -- The impact of products on channel selection -- The bottom line: the economics of channel selection -- Part Two: ... And Building them -- The 'leveraged' sales force -- Business partner (indirect) channels -- Telechannels -- The internet -- Part Three: Managing channels for high performance -- The art of channel mix and integration -- Investing in (and across) a portfolio of channels -- Measuring and managing channel performance.
Table of contents provided by Syndetics
- Preface (p. vii)
- Acknowledgements (p. ix)
- Author contact information (p. xi)
- 1 Introduction: the competitive advantage of sales channels (p. 1)
- Part 1 Choosing the Right Sales Channels... (p. 13)
- 2 The starting point: product-market focus (p. 15)
- 3 Aligning channels with how customers buy (p. 30)
- 4 The impact of products on channel selection (p. 44)
- 5 The bottom line: the economics of channel selection (p. 61)
- Part 2 ... And Building Them (p. 79)
- 6 The 'leveraged' sales force (p. 81)
- 7 Business partner (indirect) channels (p. 103)
- 8 Telechannels (p. 130)
- 9 The Internet (p. 152)
- Part 3 Managing Channels for High Performance (p. 171)
- 10 The art of channel mix and integration (p. 173)
- 11 Investing in (and across) a portfolio of channels (p. 193)
- 12 Measuring and managing channel performance (p. 210)
- Index (p. 226)
Author notes provided by Syndetics
Lawrence G. Friedman is an internationally recognized channel strategy consultant. He has an M.A. from the University of Chicago.Timothy R. Furey is CEO of Oxford Associates (Bethesda, Maryland), a leading global go-to-market strategy consulting, research, and executive education firm. Mr Furey previously worked with the Boston Consulting Group and Mercer Management Consulting and he earned an M.B.A. from the Harvard Business School.