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- ISBN: 9780071428682 | 0071428682
- Cover: Hardcover
- Copyright: 5/7/2004
Channel management has become one of the most important components of a firm's competitive strategy, with mistakes often costing companies millions--and channel managers their careers.The Manager's Guide to Distribution Channelsprovides managers and decision makers with proven tools and go-to-market strategies for refining channel strategies and managing distribution relationships. Self-assessment tools combine with realworld cases and examples to give managers a nontheoretical, balanced blend of thought-provoking insights and hands-on tactics.