 Channel Champions: How Leading Companies Build New Strategies to Serve Customers
ISBN: 978-0-7879-5034-7
Hardcover
256 pages
September 1999, Jossey-Bass
US $37.95
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Preface.
(RE)THINK CHANNELS.
The Channel Advantage: From Products to Customer Relationships.
Channel Management: A Framework for Revolution.
THE CHANNEL MANAGEMENT PROCESS.
Step One: Understand Customer Needs.
Step Two: Develop New Channel Concepts.
Step Three: Pilot Test.
Step Four: Rapid Roll-Out.
Step Five: Study the Results and Adapt Your Channel.
CHANNEL CHALLENGES.
Managing Channel Conflict.
Maximizing Channel Economics.
The One-to-One Advantage.
(RE)THINK CHANNELS.
The Channel Advantage: From Products to Customer Relationships.
Channel Management: A Framework for Revolution.
THE CHANNEL MANAGEMENT PROCESS.
Step One: Understand Customer Needs.
Step Two: Develop New Channel Concepts.
Step Three: Pilot Test.
Step Four: Rapid Roll-Out.
Step Five: Study the Results and Adapt Your Channel.
CHANNEL CHALLENGES.
Managing Channel Conflict.
Maximizing Channel Economics.
The One-to-One Advantage.
