Sharpening The Distributor Network

Topics:
Direct and Indirect Sales Channels,
Marketing Strategy
Tags:
Distributor,
Manufacturer,
Manufacturing,
Network,
Sales,
Sales Force Management,
Sales Strategy
Source:
B2B International

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Overview: Increasingly distributors are replacing direct sales forces in industrial marketing. They cost less, and absolve the manufacturer from the burdens of credit control, but in appointing distributors, the manufacturer loses control of the sharp end where the sale takes place. The fundamental question is - How can the principal identify weaknesses in a distribution network and what can be done about them? Read the article to know the answer.

(Is this item miscategorized? Does it need more tags? Let us know.)

Format: HTML | Date: Jan 2003 | Pages: 1

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