What decisions companies face in managing their channels ? Chapter -14
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WHAT DECISIONS do COMPANIES FACE IN MANAGING THEIR CHANNELS ? CHAPTER: 14
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Transcript of What decisions companies face in managing their channels ? Chapter -14
Evaluating Channel Members
As per Sales Quota Achievement Customer Delivery Time Cooperation in Promotional Program
Modifying Channel Designs & Arrangements
Early buyers may pay high-value added channels, later buyers will switch to lower cost
channels.
Dell’s customized desktop boomed in the beginning but it’s failure after a few
years highlights importance of modification !
Global Channel Consideration
Variation in Customer’s shopping instinct creates difficulties &
opportunities.
DISCLAIMER
Created by
Khushi Sahu,
IIT BHU,during an internship by
Prof. Sameer Mathur, IIM Lucknow.
www.IIMinternship.com