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Making Channel Sales Work: Ten Tools to Create a World-Class Third-Party Selling Program

Making Channel Sales Work: Ten Tools to Create a World-Class Third-Party Selling Program

          
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About the Book

A concise and structured approach to third-party sales management that blends many of the tools and the rigor of Sandler Training with specific guidance for channel managers. Create a World-Class Third-Party Selling Program! Channel sales is selling that takes place by means of any third party. Sales completed through value-added resellers, partners, systems integrators, independent representatives or agents, licensed distributors, and franchisees are all examples of channel sales. Many companies operate under a channel-sales model without ever having heard of the term! Regardless of what it's called, this model presents both special challenges and special opportunities. Whether you are an early-stage venture or a small vendor of products, intellectual property, or services looking to build your footprint quickly and reliably; whether you already have a channel process in place and you want to improve or revitalize it, or you are aiming to create your first channel program from scratch; whether you are working with a group of independent agents or you are looking to build a franchise operation from the ground up--this book has been written with you in mind.


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Product Details
  • ISBN-13: 9798200574162
  • Publisher: Recorded Books, Inc.
  • Publisher Imprint: Gildan Media Corporation
  • Edition: Unabridged edition
  • Language: English
  • Spine Width: 15 mm
  • Weight: 91 gr
  • ISBN-10: 8200574164
  • Publisher Date: 01 Mar 2021
  • Binding: CD-Audio
  • Height: 170 mm
  • Returnable: N
  • Sub Title: Ten Tools to Create a World-Class Third-Party Selling Program
  • Width: 135 mm


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