{"product_id":"sales-and-marketing-channels-9780749482145","title":"Sales and Marketing Channels","description":"\u003cb\u003eBook Synopsis\u003c\/b\u003e\u003cbr\u003e\u003cb\u003eJulian Dent\u003c\/b\u003e is Chairman of VIA International, a specialist routes-to-market consultancy. He has more than 35 years of global experience in distribution, specializing in channel strategy and implementation at global, corporate and regional levels. His clients include Barclays, Esso, Hewlett-Packard, Hyatt, Microsoft, Philips, Subway and Xerox.\u003cb\u003eMichael White\u003c\/b\u003e is EMEA General Manager of Quadmark, a global channels and sales enablement consultancy. He has been a worldwide routes-to-market specialist for 30 years across multiple industries, leading commercial consumer channel strategy from formulation through to execution. His clients include Apple, Caterpillar, Cisco, Electrolux, PayPal and Procter \u0026amp; Gamble.\u003cbr\u003e\u003cbr\u003e\u003cb\u003eTrade Review\u003c\/b\u003e\u003cbr\u003e\"This book is a true tour de force on all things marketing, distribution, franchising and more. Dent and White have given us a highly compelling and practical blueprint for success in times of great change and disruption. Their updated treatise gives us practical 21st-century strategic insights into sales and marketing channel and distribution management. Heed these authors' advice or risk irrelevance and peril for your business and brand.\" * Joe Tripodi, CMO, Subway, and former CMO, Coca-Cola, Allstate, MasterCard, Bank of New York and Seagram’s *\u003cbr\u003e\"With sales and marketing channels becoming ever more complex and challenging, the need for help constantly increases. This book hits the mark - I seriously suggest anyone involved in channels has this to hand. Dent and White stand head and shoulders above many others in demystifying the channel into understandable and executable components. Whether you are a channel novice or channel expert, this new edition is paramount for executives to account managers alike.\" * Jeremy Butt, SVP International, Mitel *\u003cbr\u003e\"This is the best book available for providing a deep understanding of channel business models and has helped us build more effective relationships with our channel partners.\" * Louis Gries, CEO, James Hardie Industries plc *\u003cbr\u003e\"This book is essential reading for any vendor working with indirect channels of distribution. The deep insights into channel business models it provides enable vendors to secure maximum value from both distributor and final-tier engagement.\" * Michael Urban, Corporate Vice President, Strategy, Transformation, Global Vendor Management, Tech Data Corporation *\u003cbr\u003e\u003cbr\u003e\u003cb\u003eTable of Contents\u003c\/b\u003e\u003cbr\u003e\u003cul\u003e\n\u003cli\u003eSection - PART ONE: Introduction;\u003c\/li\u003e\n\u003cli\u003eSection - 01: \tHow to get the best out of this book;\u003c\/li\u003e\n\u003cli\u003eSection - 02: \tThe business of getting products and services to market;\u003c\/li\u003e\n\u003cli\u003eSection - 03: \tMajor trends and developments in market access;\u003c\/li\u003e\n\u003cli\u003eSection - PART TWO: Distributors, wholesalers and intermediaries;\u003c\/li\u003e\n\u003cli\u003eSection - 04: \tThe role of the distributor for sales and marketing channels;\u003c\/li\u003e\n\u003cli\u003eSection - 05: \tHow the distributor business model works;\u003c\/li\u003e\n\u003cli\u003eSection - 06: \tManaging distributors – margins and profitability;\u003c\/li\u003e\n\u003cli\u003eSection - 07: \tManaging distributors – working capital;\u003c\/li\u003e\n\u003cli\u003eSection - 08: \tManaging distributors – productivity;\u003c\/li\u003e\n\u003cli\u003eSection - 09: \tManaging distributors – sustainability;\u003c\/li\u003e\n\u003cli\u003eSection - 10: \tManaging distributors – managing growth;\u003c\/li\u003e\n\u003cli\u003eSection - 11: \tUnderstanding the distribution landscape;\u003c\/li\u003e\n\u003cli\u003eSection - 12: \tHow to get the best from distribution strategy;\u003c\/li\u003e\n\u003cli\u003eSection - PART THREE: Managing final-tier sales and marketing channels;\u003c\/li\u003e\n\u003cli\u003eSection - 13: \tThe roles of the final-tier channel players;\u003c\/li\u003e\n\u003cli\u003eSection - 14: \tHow the business model works for final-tier channel players;\u003c\/li\u003e\n\u003cli\u003eSection - 15: \tManaging final-tier channel players – sales and utilization;\u003c\/li\u003e\n\u003cli\u003eSection - 16: \tManaging final-tier channel players – gross margin and recoverability;\u003c\/li\u003e\n\u003cli\u003eSection - 17: \tManaging final-tier channel players – working capital management;\u003c\/li\u003e\n\u003cli\u003eSection - 18: \tManaging final-tier channel players – value creation and growth;\u003c\/li\u003e\n\u003cli\u003eSection - 19: \tHow to get the best from final-tier channel players;\u003c\/li\u003e\n\u003cli\u003eSection - PART FOUR: Managing distribution in individual industry sectors;\u003c\/li\u003e\n\u003cli\u003eSection - 20: \tIntroduction to managing distribution in individual industry sectors;\u003c\/li\u003e\n\u003cli\u003eSection - 21: \tInsights from managing capital goods distribution;\u003c\/li\u003e\n\u003cli\u003eSection - 22: \tInsights from managing consumer goods distribution and retailers;\u003c\/li\u003e\n\u003cli\u003eSection - 23: \tInsights from managing services distribution;\u003c\/li\u003e\n\u003cli\u003eSection - 24: \tInsights from managing hotels, restaurants, catering and travel distribution;\u003c\/li\u003e\n\u003cli\u003eSection - 25: \tInsights from managing intellectual property distribution;\u003c\/li\u003e\n\u003cli\u003eSection - 26: \tInsights from managing franchised distribution;\u003c\/li\u003e\n\u003cli\u003eSection - Appendix: Key ratios;\u003c\/li\u003e\n\u003cli\u003eSection - Appendix: Glossary of technical terms;\u003c\/li\u003e\n\u003c\/ul\u003e","brand":"Kogan Page Ltd","offers":[{"title":"Default Title","offer_id":48865727086935,"sku":"9780749482145","price":33.24,"currency_code":"GBP","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0817\/1739\/5799\/files\/9780749482145.jpg?v=1722275279","url":"https:\/\/bookcurl.com\/products\/sales-and-marketing-channels-9780749482145","provider":"Book Curl","version":"1.0","type":"link"}