Distribution Channels: Understanding and Managing Channels to Market

Julian Dent targets those who are involved in the marketing and distribution of products and services, whether they are working for a supplier, a customer, or another player. He provides a fast track to the issues, measures, relationships and success factors involved in bringing products and services to market. With real examples from a wide variety of situations and sectors, this book provides the commercial logic behind the key financial measures used by the different channels.
This new edition includes a complete new section on franchising and reflects the significance of the internet and e-commerce to marketing and sales activity. There is also a newly-developed suite of teaching materials that accompany the book in response to the many requests from business schools and universities.