Channel Management
Books Catalogue
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17 Books
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Definition: Books that provide ideas for improving channel revenue, building customer loyalty, and help vendors to market, sell and service their products to their distributors, dealers, rental organizations, and other direct channels.
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Channel Champions by Steven Wheeler, Evan Hirsh - Publisher Jossey-Bass: September 1999 - ISBN: 0787950343 - 256 page hardcover - examines companies that have thrived in a channel based world and the secrets of their success - $23.10.
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- Channel Management (Express Exec) by Patrick Forsyth - Publisher Capstone: April 3, 2002 - ISBN: 1841121959 - 120 page paperback - Basic information of managing distribution channels. $15.95.
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- Getting Partnering Right by Neil Rackham, Lawrence Friedman, Richard Ruff: 1 edition December 1, 1995 - ISBN: 0070517827 - 237 pages hardcover - intended to be of use to executives, sales executives, accounts and sales managers plus marketing and customer service professionals, this book provides a guide to supplier-customer relationships. It examines ways of reforming selling strategies and developing more profitable ways to do business - Price $1.61.
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Go to Market Strategy by Lawrence G. Friedman - Publisher Butterworth-Heinemann: June30, 2002 - ISBN: 0750674601 - 312 pages hardcover - provides an excellent framework, supported by practical examples, which will help any executive develop a sound strategy - Price $21.09.
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- Managing Channels of Distribution by Kenneth Rolnicki - Publisher American Management Association December 1, 1977 - ISBN: 0814403352 - 266 pages hardcover - Excellent detail about channel design and management and useful as a reference book even if you are already a Channel Master. $65.
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- Marketing Channel Management: People, Products, Programs, and Markets
Russell W. McCalley - Publisher: Greenwood Publishing Group, Incorporated: 1996 - ISBN: 0275954390 - hardcover - This text is designed to give the reader an understanding of market structures, product and market management, advertising, product promotion, pricing strategies, as well as competitive analysis, forecasting, and business planning. It leads the student to an understanding of what comprises the channel structure and the options available to develop it. - No new price but used copies available as out of print - Price $60.95.
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- Marketing Channels by Bert Rosenbloom: 7 edition July 16, 2003 - ISBN: 0324186932 - 672 page hardcover - A textbook that provides a management focus and comprehensive management framework to the field of marketing channels, so as to position marketing channels as a crucial part of marketing management - Price $145.95.
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- Marketing Channels 6th Edition by Anne T. Coughlan, Erin Anderson, Louis W Stern - Publisher Prentice Hall Business Publishing: 6th edition January 3, 2001 - ISBN: 0130127728 - 592 pages hardcover - Using examples taken from all over the world, this text shows academic students how to design, develop, and maintain effective relationships among marketing channel members to achieve sustainable competitive advantage by using both strategic and managerial frames of reference. - Price $120.62.
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- Marketing Channels: A Relationship Management Approach by Lou E Pelton, David Strutton, James R Lumpkin - Publisher: McGraw-Hill/Irwin: 2nd edition August 24, 2001 - ISDN: 0072895128 - 544 pages hardcover plus available in soft cover - Channels Marketing, or Marketing Channels, at both the undergraduate and MBA level. This will be the first text to use the relationship marketing perspective in the channels course. The authors have created a Channels Relationship Model (CRM), which is the guiding framework of the book. - Price $127.54.
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- Rethinking the Sales Force: Redefining Selling to Create and Capture Customer Value by John DeVincentis - Publisher: McGraw-Hill: 1 edition January 15 1999 - ISBN: 0071342532 - 308 pages hardcover - Shows how the successful sales force breaks away from traditional thinking and transforms itself into a complex business processes with multiple sales approaches and selling models that meet the demands of today's sophisticated customers - Price $16.97
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Revenue Rocket
by John Addison (Paperback - May 2003) ISBN: 157785389X Publisher: Prostar Publications Inc-
Revenue Rocket: New Strategies for Selling with Partners. Revenue Rocket unveils 15 strategies for market leadership, partner excellence, and sales leverage. With real-life success stories, executives, marketing, and sales professionals will learn how to inspire partners to achieve record sales. Compel partners to make you #1. Accelerate growth with each new product launch. Avoid 10 critical mistakes with partners. Improve partner relationships and reduce conflict. Solve customer problems by working with strategic allies.
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- Strategic Marketing Channel Management (McGraw-Hill Paperbacks)
by Donald J. Bowersox, M. Bixby Cooper: January 1, 1992 - ASIN: 0070067570 - 488 pages - No new price but used copies available as out of print.
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- The Channel Advantage by Lawrence G. Friedman - Publisher: Butterworth-Heinemann: June 1, 1999 - ISBN: 0750640987 - 228 pages hardcover - How to construct a sales channel system that will yield world-class sales performance and durable competitive advantage - Price $26.37.
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- The Manager's Guide to Distribution Channels by Linda Gorchels, Edward J. Marien, Chuck West: 1 edition April 23, 2004 - ISBN: 0071428682 - 320 pages hardcover - provides managers and decision makers with proven tools and go-to-market strategies for refining channel strategies and managing distribution relationships - Price $26.37.
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- The One to One Fieldbook: The Complete Toolkit for Implementing a 1To1 Marketing Program (One to One) by Don Peppers, Martha Rogers, Bob Dorf - Publisher: Currency:1st ed edition January 5 1999 - ISBN: 038539369X - 406 pages paperback - One-to-one marketing, write the authors, is "based on the simple idea of treating different customers differently." The book begins by outlining four steps for implementing a one-to-one marketing program, then delves into a variety of subjects, from building the infrastructure necessary to supporting a one-to-one enterprise to evaluating and managing channel partners. This is a useful and practical how-to guide, full of checklists and ideas for getting any company on track with one-to-one marketing. --Harry C. Edwards. - Price $14.28.
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- Transforming Your Go-to-market Strategy: The Three Disciplines of Channel Management. By V. Kasturi Rangan and Marie Bell. Harvard Business School Press - Publication date: June 8, 2006 - ISBN: 1591397669 - 289 pages hardcover. Senior managers of most of the companies involved in moving goods or services from suppliers to end users would agree: their distribution channels are outdated and unwieldy, serving neither customers nor channel partners as well as they should - Price $23.10
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