search for books and compare prices
Tables of Contents for Channel Champions
Chapter/Section Title
Page #
Page Count
Foreword
xi
William F. Stasior
Preface
xxi
Section One: (Re)think Channels
1
48
The Channel Advantage: From Products to Customer Relationships
3
16
Channel Management: A Framework for Revolution
19
30
Section Two: The Channel Management Process
49
96
Step One: Understand Customer Needs
51
40
Step Two: Develop New Channel Concepts
91
24
Step Three: Pilot Test
115
12
Step Four: Rapid Roll-Out
127
6
Step Five: Study the Results and Adapt Your Channel
133
12
Section Three: Channel Challenges
145
56
Managing Channel Conflict
147
26
Maximizing Channel Economics
173
12
The One-to-One Advantage
185
16
Notes
201
6
The Authors
207
2
Index
209
14
Booz.Allen & Hamilton
223