Wiley.com
Print this page Share

Channel Champions: How Leading Companies Build New Strategies to Serve Customers

ISBN: 978-0-7879-5034-7
Hardcover
256 pages
September 1999, Jossey-Bass
List Price: US $45.00
Government Price: US $22.95
Enter Quantity:   Buy
Channel Champions: How Leading Companies Build New Strategies to Serve Customers (0787950343) cover image
This is a Print-on-Demand title. It will be printed specifically to fill your order. Please allow an additional 10-15 days delivery time. The book is not returnable.

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.

Related Titles

More From This Series

by John R. Harbison, Peter Pekar, Jr.

More By These Authors

Back to Top