How to manage distribution channels

Author: Kou Rong / Liu Yanqin (editors)
Publisher:
Publish Date: 2005-01-01
Features: "100,000 Problems for Career Managers" series selects the most common management issues encountered in the daily work of career managers. Drawing on new management concepts and methods, it provides systematic operational guidelines for standardizing and internationalizing work in a standardized, step-by-step, and humanized manner. At the same time, it offers a convenient learning solution for managers to enhance their professionalism. The series covers eight major categories, including communication skills, leadership development, human resources, marketing, finance, production, logistics, and comprehensive management. The first batch introduces 100 topics. The authors of the series include senior executives from multinational companies as well as renowned professors from domestic famous business schools. This series has the following characteristics:
Practicality of topics: The series' topics are closely tied to the daily management work of career managers, providing answers that are both standardized, professional, practical, and operational.
Systematic content: The series covers all aspects of managers' work, serving as a comprehensive encyclopedia for management tasks.
Standardized expression: The writing style of this series is consistent and standardized, making it easy for readers to learn, reference, and use.
In today's increasingly fierce market competition, channels have become a crucial factor for enterprises to gain competitive advantages and improve negotiation capabilities. For this reason, more and more enterprises are treating the construction and maintenance of channels as a top priority. However, how to build channels and how to maintain them afterward is a major headache for corporate executives and sales managers. This book provides feasible solutions.
It comprehensively and systematically elaborates on all aspects of enterprise distribution channel management. It not only demonstrates how enterprises can develop distribution strategy plans as a whole but also systematically introduces how to select different distribution methods and channels, as well as how to control and evaluate distribution channels—key issues in channel management. Managers will gain insights into the essentials of distribution channel management and indeed improve their ability to manage channels, thereby helping enterprises build efficient and healthy distribution channel systems and remain invincible in the increasingly intense market competition.