- Hardcover: 288 pages
- Publisher: AMACOM (Nov 1 1997)
- Language: English
- ISBN-10: 0814403352
- ISBN-13: 978-0814403358
- Product Dimensions: 25.9 x 19.8 x 2.8 cm
- Shipping Weight: 794 g
- Average Customer Review: 4.9 out of 5 stars See all reviews (8 customer reviews)
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Amazon Bestsellers Rank:
#425,525 in Books (See Top 100 in Books)
- #82 in Books > Business & Investing > Marketing & Sales > Marketing > Multilevel
- #83 in Books > Professional & Technical > Business Management > Marketing & Sales > Marketing > Multilevel
- See Complete Table of Contents
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Product Details |
Product Description
Book Description
<BR> Channels of distribution is one of the hottest areas in marketing and sales today. And no one understands the subject better than Ken Rolnicki! <BR><BR>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. <BR><BR>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. <BR>
About the Author
<BR> 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. <BR>
Inside This Book
(Learn More)
First Sentence
This is a book about indirect marketing channels. Read the first page
Front Cover | Copyright | Table of Contents | Excerpt | Index | Back Cover
This is a book about indirect marketing channels. Read the first page
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Concordance
Browse Sample PagesConcordance
Front Cover | Copyright | Table of Contents | Excerpt | Index | Back Cover
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Customer Reviews
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Most helpful customer reviews
5.0 out of 5 stars
Loaded with good advice,
By
This review is from: Managing Channels of Distribution: The Marketing Executive's Complete Guide (Hardcover)
This book is very clearly written. It is a very valuable read for anyone looking to set up distribution, or anyone managing a distribution channel. It is loaded with good advice throughout, clearly the author speaks from experience. Highly recommended.
5.0 out of 5 stars
Excellent book on designing a channel program,
By A Customer
This review is from: Managing Channels of Distribution: The Marketing Executive's Complete Guide (Hardcover)
It's an easy, quick read and sticks to all the pertinent information without adding unnecessary complexities. The author speaks from experience of the ins and outs of designing and managing the channel. He is able to cover strategy, tactics and theory as well as get down to the nitty gritty personal relationships and politics of being a "channel master".If you are designing a channel program, this books is an excellent place to start.
5.0 out of 5 stars
All you need to know about distribution channels !,
This review is from: Managing Channels of Distribution: The Marketing Executive's Complete Guide (Hardcover)
This book is a rare example on how it is easy to teach the concepts, show practical examples, and summarize everything in 250 pages without relying on unnecessary phrases and words that just repeat the same idea again and again and increase the size of the book to 1000 pages. The author provides detailed explanations on the structure and functioning of distribution channels and depicts a way to effectively build a succesful channel from scratch. He goes beyond the basic concepts to show additional and important information on antitrust laws and international distribution and competition. I would recommend reading this book and keeping it as one of your reference books to consult whenever you're up to consider changes in the distribution system that arise because of competitive pressures, changes in customer behavior, or new product launches.
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