Channel sales and management in distribution

Channel sales and management in distribution
By:"Robert Hastings"
Published on 2011-05-09 by Businessman 101

OVERVIEWDistribution is the largest business in the world! It is bigger than mining or food or clothing and this book offers valuable insight and information regarding how to be a successful sales professional and manager in a channel business.Channel is the market layers through which distribution takes place and this book is designed to give the necessary skills in the distribution and channel market on sales and management with a rounded view of the required skills and knowledge. What makes this book unique is the insight and experience of the author who has been involved in the distribution market for over 30 years and he understands what makes it work and what makes a successful channel sales person and manager.This book Successful Channel Sales in Distribution offers a range of informative chapters which will guide you through distribution systems and the multi layers from the distributor down to the Value Added Reseller, System Integrators, Agents and appointed representatives.The book reviews the all important 80/20 principle in setting up a national channel market. Successful Channel sales reviews distribution partners and how they work, how relationship management works and what is the most successful and tried methods in partner retention programs. Several of the chapters are devoted to understanding the sales drivers in distribution channels and how to maximise the earnings and capability in your market of choice.THe book offers advice on how to understand the role of marketing and promotions including the 'push and pull' effect on the distributor to the reseller. There are sections on finance and 'channel metrics' as well as human resources and overall channel management techniques.How can you be successful within a channel structure? Who are the significant players in a channel structure and what skills do you need to understand and drive channel sales? All these questions are answered with informative advice on how to succeed and progress in a distribution market business.This book offers a professional approach in how to create a long term career in the channel business no matter if the distribution is aircraft or widgets!If you want to understand a channel sales cycle, relationship management, marketing and promotions, human resource, stockholding and the financial side of credit and credit management these subjects are all listed in easy to understand jargon and how each interlinks in the distribution chain.If you want to understand channel or you are an educated channel manager this is the book for you as it is written for those seeking a better understanding of channel management and sales expertise or are looking for a role in distribution.

This Book was ranked 11 by Google Books for keyword sales.

Internet Marketing for Seniors from Concept to Delivery

Internet Marketing for Seniors from Concept to Delivery
By:"Yap Tat Meng"
Published on 2007-12-01 by Lulu.com

The no-fluff tips and advice for seniors on how to use Internet Marketing to sell their own branded products

This Book was ranked 26 by Google Books for keyword internet marketing.

Internet Marketing & E-commerce

Internet Marketing & E-commerce
By:"Ward A. Hanson","Kirthi Kalyanam"
Published on 2007 by Thomson

INTERNET MARKETING & E-COMMERCE, continues where the previous edition left off: emphasizing rigor instead of hype, illustrating leading practices by leading companies, showing how extensive use of research results to support conclusions, and paying close attention to what is unique about online marketing. The new edition continues to show how the Internet is creating value for customers and profits for companies, and, most importantly, it shows how Internet Marketing fits into the rest of an organization's marketing strategy. Reflecting the lessons of the last few years, INTERNET MARKETING & E-COMMERCE looks at Internet marketing as from the view of large companies, small business, and online startups.

This Book was ranked 31 by Google Books for keyword internet marketing.

Marketing in the 21st Century

Marketing in the 21st Century
By:"Bruce David Keillor"
Published on 2007-01-01 by Greenwood Publishing Group

A comprehensive overview of current trends, issues, ideas, and practices that are changing the dynamics of marketing--featuring contributions from a global network of leading academics and practitioners.

This Book was ranked 17 by Google Books for keyword marketing.