Step 3: The Sales Channel—Determining and Structuring Sales Channels

Manuel Beck ()

A chapter in Transforming Sales Strategies, 2025, pp 117-161 from Springer

Abstract: Abstract This chapter deals with distribution channels and their crucial role in designing effective sales strategies. It guides the readers through the various aspects of selecting and optimizing distribution channels to achieve maximum market impact. The importance of adapting the channels to the needs and behaviors of the target customers, as well as to the specific features of the products and services, is highlighted. The chapter provides practical insights on how companies can identify, efficiently design, and manage the right distribution channels to maximize customer reach while ensuring a consistent and positive customer experience. In addition, innovative approaches and trends in distribution channel strategy, such as omnichannel sales, are introduced to meet the challenges of the modern market.

Date: 2025
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Persistent link: https://EconPapers.repec.org/RePEc:spr:sprchp:978-3-658-46809-5_4

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DOI: 10.1007/978-3-658-46809-5_4

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