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Going to Market

E. Raymond Corey

4.9/5 (23812 ratings)

Description:Peter Drucker once referred to the distribution infrastructure of business as "the economy's dark continent." Going to Market maps this territory for managers and scholars. The study approaches channel management as a marketing system and a key dimension of corporate strategy. Based on extensive field research on more than 50 companies, including IBM, GE, Control Data Corporation, and U.S. Steel, it considers channel issues related to sales organization, pricing, salesforce/reseller relationships, inter- and intrachannel rivalry, and gray markets. The book also discusses the historical and legal contexts for channel policies in the United States. Going to Market offers managers valuable guidance in this increasingly important aspect of competitive strategy.We have made it easy for you to find a PDF Ebooks without any digging. And by having access to our ebooks online or by storing it on your computer, you have convenient answers with Going to Market. To get started finding Going to Market, you are right to find our website which has a comprehensive collection of manuals listed.
Our library is the biggest of these that have literally hundreds of thousands of different products represented.

Pages: 448

Format: PDF, EPUB & Kindle Edition

Publisher: Harvard Business Review Press

Release: 1989

ISBN: OXQwAAAAIAAJ

Description: Peter Drucker once referred to the distribution infrastructure of business as "the economy's dark continent." Going to Market maps this territory for managers and scholars. The study approaches channel management as a marketing system and a key dimension of corporate strategy. Based on extensive field research on more than 50 companies, including IBM, GE, Control Data Corporation, and U.S. Steel, it considers channel issues related to sales organization, pricing, salesforce/reseller relationships, inter- and intrachannel rivalry, and gray markets. The book also discusses the historical and legal contexts for channel policies in the United States. Going to Market offers managers valuable guidance in this increasingly important aspect of competitive strategy.We have made it easy for you to find a PDF Ebooks without any digging. And by having access to our ebooks online or by storing it on your computer, you have convenient answers with Going to Market. To get started finding Going to Market, you are right to find our website which has a comprehensive collection of manuals listed.
Our library is the biggest of these that have literally hundreds of thousands of different products represented.

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Going to Market

Going to Market

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