Managing Channels of Distribution

The Marketing Executive's Complete Guide

 Managing Channels of Distribution

Author: Kenneth Rolnicki
Pub Date: January 1998
Print Edition: $49.95
Print ISBN: 9780814431795
Page Count: 288
Format: Paper or Softback
e-Book ISBN: 9780814416037

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Overview

The first professional, practical guide to one of the hottest areas in sales and marketing today.

"Channels of distribution is one of the hottest areas in marketing and sales today. And no one understands the subject better than Ken Rolnicki!

Managing Channels of Distribution supplies a much-needed source of knowledge and expertise that professionals can rely on. Based on case studies and real-life experience, the book explains the complexities of managing multiple channels -- distributors, dealers, manufacturer’s reps, VARs, private labels, brokers, wholesalers, retailers, and all the rest.

In the process, Rolnicki explores both macro and micro business influences that affect channel effectiveness. Special attention is paid to the frustrating areas of channel power and conflict, the dangerous issue of legalities, and the most critical topic of all -- the channel design sequence."

About the Author

KENNETH ROLNICKI (Chicago, IL) is president of On Line Computers, a computer reseller. He has over 30 years of channel management experience, and nine years of experience as a seminar leader, teacher, and consultant.

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