Distribution channels - Management and sales: Channel Development (RDH)

Distribution is the world's largest business and understanding how to manage and sell in a distribution network takes time. The author, Robert Hastings, has over forty years experience in distribution and he offers a comprehensive view of distribution and how to successful and effectively manage a distribution business and how to increase sales. Channels? Distribution? VARs? Resellers? What does it all mean? In this easy to read book we detail how to manage and sell in the distribution industry and how to manage and sell into the sub set of any distribution network and that is channels. The book details management, marketing, sales techniques, reseller and vendor relationship management as well as a neat chapter on how to quantify and manage through the use of metrics in the channel environment. Distribution and channels are discussed and explained in simple english with chapters dedicated to how the distribution industry works through the channel process and how the system can be managed including effectiveness in selling and sales management.