Managing Channels of Distribution

Managing Channels of Distribution

By Kenneth Rolnicki
Amacom January 1998

Specifications

ISBN-13
9780814403358
Publisher
Amacom
Publication
January 1998
Format
Hardback
Jurisdiction
International ? Countri(es) for reference only

Details

"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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