fine-tuning the channel

Lager, Marshall
January 2008
CRM Magazine;Jan2008, Vol. 12 Issue 1, p30
Trade Publication
The article discusses how to manage market channels to improve customer experience. Since customers view partners as representation of the producers, companies should pay considerable attention to their channel strategies. Major problems to deal with include conflict between the business and its channel partners and providing motivation and support to them. Pricing programs, hiring assistance and training support will help improve the relationship with distributors, resellers and agents.


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