Channel Management (Express Exec)

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 Examples and lessons from benchmark companies, including Sharp and Sanwa and ideas from the smartest thinkers Includes a glossary of key concepts and a comprehensive resources guide ExpressExec is a unique business resource of one hundred books. These books present the best current thinking and span the entire range of contemporary business practice. Each book gives you the key concepts behind the subject and the techniques to implement the ideas effectively, together with lessons from benchmark companies and ideas from the world's smartest thinkers. ExpressExec is organised into ten core subject areas making it easy to find the information you need: 01 Innovation 02 Enterprise 03 Strategy 04 Marketing 05 Finance 06 Operations and Technology 07 Organizations 08 Leading 09 People 10 Life and Work ExpressExec is a perfect learning solution for people who need to master the latest business thinking and practice quickly. Cover......Page 1 Title Page......Page 3 Copyright Page......Page 5 Introduction to ExpressExec......Page 7 Table of Contents......Page 8 04.07.01: Introduction......Page 9 04.07.02: What is Channel Management?......Page 13 04.07.03: The Evolution of Channel Management......Page 21 04.07.04: The E-Dimension......Page 31 04.07.05: The Global Dimension......Page 41 04.07.06: The State of the Art......Page 51 04.07.07: In Practice......Page 67 04.07.08: Key Concepts and Thinkers......Page 83 04.07.09: Resources......Page 97 04.07.10: Ten Steps to Making Channel Management Work......Page 105 Frequently Asked Questions (FAQs)......Page 115 Acknowledgments......Page 117