TITLE

channel

PUB. DATE
April 2016
SOURCE
Computer Desktop Encyclopedia;Apr2016, p1
SOURCE TYPE
Encyclopedia
DOC. TYPE
Reference Entry
ABSTRACT
(1) The distribution of IT products through independent sales organizations. The manufacturer sells its products either directly to IT resellers (the dealers), which are the point of contact with the customer, or they sell to an IT distributor organization that sells to the dealers. Manufacturers that sell in the channel rely on the sales ability of the dealers and the customer relationships they have built up over the years. Sometimes, manufacturers also compete with the channel by selling directly to the customer via catalogs and the Web.
ACCESSION #
114214145

 

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