Sales Channels and Sales Partners: Designing the Route to the Customer

Christian Homburg (), Heiko Schäfer () and Janna Schneider ()
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Christian Homburg: Universität Mannheim

Chapter 4 in Sales Excellence, 2012, pp 45-59 from Springer

Abstract: Abstract It is clear that managing sales channels and sales partners is one of the key decisions that a company has to make regarding its sales strategy. This chapter tackles related questions such as: Does a company sell its products directly or indirectly? Does a company use only one or several sales channels?, and If a multi-channel system is used, how are the different sales channels delineated from one another?

Keywords: Call Center; Business Relationship; Direct Sale; Market Coverage; Sales Channel (search for similar items in EconPapers)
Date: 2012
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Persistent link: https://EconPapers.repec.org/RePEc:spr:mgmchp:978-3-642-29169-2_4

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DOI: 10.1007/978-3-642-29169-2_4

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