Gather the World: Sales Channels, Human Resources, Financial Operations

Author: Gao Jincheng
Publisher:
Publish Date: 2005-11-01
Features: The sales channel network is one of the most important corporate resources and intangible assets. It can create a competitive advantage for the company and become its core competitiveness. In a fiercely competitive market environment, whoever possesses a comprehensive sales channel network can win the market. This book primarily elaborates on how to establish, manage, and perfect the sales channel network. It provides a detailed analysis of practical issues faced by companies in this sales process, such as human resources (company sales staff, channel network members, factory relationships), financial operations (channel costs, pricing policies, buying and selling businesses, accounts receivable), and network operations (promotion, supply chain, information systems). Based on summarizing the current main conflicts in channels (such as channel conflict, key accounts, etc.), it proposes strategies for channel transformation and innovation. At the end of the book, there are a series of practical marketing materials including product management, customer management, salesperson management, and sales business management.