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Evaluating Multiple Sales Channel Strategies

Evaluating Multiple Sales Channel Strategies Presents a portfolio model for multisales channel effortdeployment. Shows how the approach can help sales management restructuresales channels. Notes that combining an organizations selling effortinto multiple sales channels can be facilitated through an analyticalapproach that considers variations in customer requirements, buyingpower and contact costs. Concludes that implementing a successfulmultiple sales channel strategy offers impressive productivityopportunities. http://www.deepdyve.com/assets/images/DeepDyve-Logo-lg.png Journal of Business & Industrial Marketing Emerald Publishing

Evaluating Multiple Sales Channel Strategies

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Publisher
Emerald Publishing
Copyright
Copyright © Emerald Group Publishing Limited
ISSN
0885-8624
DOI
10.1108/EUM0000000002754
Publisher site
See Article on Publisher Site

Abstract

Presents a portfolio model for multisales channel effortdeployment. Shows how the approach can help sales management restructuresales channels. Notes that combining an organizations selling effortinto multiple sales channels can be facilitated through an analyticalapproach that considers variations in customer requirements, buyingpower and contact costs. Concludes that implementing a successfulmultiple sales channel strategy offers impressive productivityopportunities.

Journal

Journal of Business & Industrial Marketing – Emerald Publishing

Published: Mar 1, 1991

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