The Manager's Guide to Distribution Channels / Edition 1

Channel management has become one of the most important components of a firm's competitive strategy, with mistakes often costing companies millions—and channel managers their careers. provides managers and decision makers with proven tools and go-to-market strategies for refining channel strategies and managing distribution relationships. Self-assessment tools combine with realworld cases and examples to give managers a nontheoretical, balanced blend of thought-provoking insights and hands-on tactics.