Discusses the design and management of distribution systems, and looks at sales organization, pricing, gray markets, and sales force-reseller relationships

Cases studies in the computer, consumer goods, telecommunications, and medical products industry are used to show how companies can integrate management, sales, and service

Product Description: Companies today have the capability to develop higher quality products and services faster than ever before. Concurrent Marketing is the first book to show why this competitive environment demands a new type of marketing effort in which the activities in the field-sales and service-take on increased strategic significance...read more