Channel Manual

Author: Hou Zhongyi (Editor-in-Chief)
Publisher:
Publish Date: 2005-01-01
Features:
Part 1: Channel Strategy
Chapter 1: Understanding Channel Positioning Strategy
Channel Positioning Requires Timing
Target Influence Factors Explained
Grasping the Profit Lifecycle
Channel Model Design
Chapter 2: Building Partnership-Based Channel Relationships
Strategic Prescription for a Win-Win Outcome
Igniting Channel Partner Productivity
Partnership Chain Practical Operations Manual
Chapter 3: Channel Inventory Management Strategy
Inventory Iceberg Optimization
Approaching Zero Inventory
Scientific Calculation of Replenishment Quantities
Chapter 4: Channel Accounts Receivable Management Strategy
Accounts Receivable Management: A Crucial Lesson in Market Development
How Bad Accounts Receivable Devour Sales
Prevention of Bad Accounts Receivable
Strategies for Collecting Outstanding Debts
Chapter 5: Channel Credit Management Strategy
The Essence of Credit Management
Two Key Factors Influencing a Company's Credit Management Level
Improving the Company's Own Credit Management
Managing Customer Creditworthiness
Internal Credit Grant Management
Determining Credit Standards and Grades
Controlling Channel Credit Risks
Chapter 6: Channel Human Resource Management Strategy
Chapter 7: Channel Market Operations Management Strategy
Chapter 8: Channel Development Strategy
Part 2: Channel Diagnosis
Chapter 1: Bad Debt Is a Double-Edged Sword
Chapter 2: Counterfeiting: Pleasing and Troublesome
Chapter 3: Distributor Turnover: Increased Risks and Costs
Chapter 4: Love-Hate Relationship with Large Customers
Chapter 5: Terminals: The Critical Final Step
Chapter 6: Selecting Channel Members: Quality Over Quantity
Chapter 7: How to Secure Distributors
Chapter 8: Turning Channel Conflict into Triumph
Part 3: Channel Text
Chapter 1: Channel Customer Management Copywriting Templates
Chapter 2: Channel Strategy Basic Text Reference
Bibliography