Channel Champions £21.99
Foreword by William F. Stasior Preface Sect. 1 (Re)think Channels 11 The Channel Advantage: From Products to Customer Relationships 32 Channel Management: A Framework for Revolution 19Sect. 2 The Channel Management Process 493 Step One: Understand Customer Needs 514 Step Two: Develop New Channel Concepts 915 Step Three: Pilot Test 1156 Step Four: Rapid Roll-Out 1277 Step Five: Study the Results and Adapt Your Channel 133Sect. 3 Channel Challenges 1458 Managing Channel Conflict 1479 Maximizing Channel...