The Channel Advantage by Furey, Tim; Friedman, Lawrence
by Furey, Tim; Friedman, Lawrence | HC | LikeNew
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“Pages are clean and are not marred by notes or folds of any kind. ~ ThriftBooks: Read More, ”... Read moreAbout condition
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A book that has been read, but looks new. The book cover has no visible wear, and the dust jacket (if applicable) is included for hard covers. No missing or damaged pages, no creases or tears, no underlining or highlighting of text, and no writing in the margins. May have no identifying marks on the inside cover. No wear and tear. See the seller’s listing for full details and description of any imperfections.
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Item specifics
- Condition
- Like New
- Seller notes
- Binding
- Hardcover
- Book Title
- The Channel Advantage
- Weight
- 1 lbs
- Product Group
- Book
- IsTextBook
- Yes
- ISBN
- 9780750640985
About this product
Product Identifiers
Publisher
Routledge
ISBN-10
0750640987
ISBN-13
9780750640985
eBay Product ID (ePID)
203737
Product Key Features
Number of Pages
244 Pages
Language
English
Publication Name
Channel Advantage : Going to Market with Multiple Sales Channels to Reach More Customers, Sell More Products, Make More Profit
Publication Year
1999
Subject
Marketing / General, General, Sales & Selling / General
Type
Textbook
Subject Area
Business & Economics
Format
Hardcover
Dimensions
Item Height
0.8 in
Item Weight
21.7 Oz
Item Length
9.5 in
Item Width
6.3 in
Additional Product Features
Intended Audience
Scholarly & Professional
LCCN
99-028260
Reviews
"The Channel Advantage is filled with insights and useful examples. It provides a clear roadmap for businesses seeking to catch up with important changes in consumer behavior by integrating the Internet into an effective blend of channels."Steve CaseChairman, America Online"The Channel Advantage is a compelling and important book. It is a timely one as well. Companies are struggling to improve sales force performance while trying to figure out how to integrate and use new, alternative channels. This is perhaps the first book that offers a coherent overall framework for going to market. Its ideas will shape how companies use sales channels for years to come."Neil RackhamAuthor of SPIN Selling"The new market place, driven by digital commerce and changes in customer behavior, allows anybody to buy anything, anywhere at any time, so businesses must reach out to their customers everywhere at all times. The Channel Advantage makes a compelling case that by recognizing this challenge and by taking advantage of the new opportunities it offers, the seemingly impossible of today can be transformed into the successes of tomorrow."Rick ThomanPresident and Chief Operating Officer, Xerox Corporation"If you're looking to rethink the way you get products to market, this book asks all the right questions. Very thought provoking!"Thomas E. BullockPresident and Chief Executive Officer, Ocean Spray"Executives who fail to place a high priority on new channel marketing strategies, especially the Internet, place the future of their enterprises in serious jeopardy. They, in particular, need to read 'The Channel Advantage' in which Larry Friedman and Tim Furey nail the issues soundly in a very easy-to-read, well-informed manner."Jeff Papows, PhDPresident and CEO, Lotus Development Corporation, "The Channel Advantage is filled with insights and useful examples. It provides a clear roadmap for businesses seeking to catch up with important changes in consumer behavior by integrating the Internet into an effective blend of channels." Steve Case Chairman, America Online "The Channel Advantage is a compelling and important book. It is a timely one as well. Companies are struggling to improve sales force performance while trying to figure out how to integrate and use new, alternative channels. This is perhaps the first book that offers a coherent overall framework for going to market. Its ideas will shape how companies use sales channels for years to come." Neil Rackham Author of SPIN Selling "The new market place, driven by digital commerce and changes in customer behavior, allows anybody to buy anything, anywhere at any time, so businesses must reach out to their customers everywhere at all times. The Channel Advantage makes a compelling case that by recognizing this challenge and by taking advantage of the new opportunities it offers, the seemingly impossible of today can be transformed into the successes of tomorrow." Rick Thoman President and Chief Operating Officer, Xerox Corporation "If you're looking to rethink the way you get products to market, this book asks all the right questions. Very thought provoking!" Thomas E. Bullock President and Chief Executive Officer, Ocean Spray "Executives who fail to place a high priority on new channel marketing strategies, especially the Internet, place the future of their enterprises in serious jeopardy. They, in particular, need to read 'The Channel Advantage' in which Larry Friedman and Tim Furey nail the issues soundly in a very easy-to-read, well-informed manner." Jeff Papows, PhD President and CEO, Lotus Development Corporation , anywhere at any time, so businesses must reach out to their customers everywhere at all times. The Channel Advantage makes a compelling case that by recognizing this challenge and by taking advantage of the new opportunities it offers, the seemingly impossible of today can be transformed into the successes of tomorrow." Rick Thoman President and Chief Operating Officer, Xerox Corporation "If you're looking to rethink the way you get products to market, this book asks all the right questions. Very thought provoking!" Thomas E. Bullock President and Chief Executive Officer, Ocean Spray "Executives who fail to place a high priority on new channel marketing strategies, especially the Internet, place the future of their enterprises in serious jeopardy. They, in particular, need to read 'The Channel Advantage' in which Larry Friedman and Tim Furey nail the issues soundly in a very easy-to-read, well-informed manner." Jeff Papows, PhD President and CEO, Lotus Development Corporation which Larry Friedman and Tim Furey nail the issues soundly in a very easy-to-read, well-informed manner." Jeff Papows, PhD President and CEO, Lotus Development Corporation, "The Channel Advantage is filled with insights and useful examples. It provides a clear roadmap for businesses seeking to catch up with important changes in consumer behavior by integrating the Internet into an effective blend of channels." Steve Case Chairman, America Online "The Channel Advantage is a compelling and important book. It is a timely one as well. Companies are struggling to improve sales force performance while trying to figure out how to integrate and use new, alternative channels. This is perhaps the first book that offers a coherent overall framework for going to market. Its ideas will shape how companies use sales channels for years to come." Neil Rackham Author of SPIN Selling "The new market place, driven by digital commerce and changes in customer behavior, allows anybody to buy anything, anywhere at any time, so businesses must reach out to their customers everywhere at all times. The Channel Advantage makes a compelling case that by recognizing this challenge and by taking advantage of the new opportunities it offers, the seemingly impossible of today can be transformed into the successes of tomorrow." Rick Thoman President and Chief Operating Officer, Xerox Corporation "If you're looking to rethink the way you get products to market, this book asks all the right questions. Very thought provoking!" Thomas E. Bullock President and Chief Executive Officer, Ocean Spray "Executives who fail to place a high priority on new channel marketing strategies, especially the Internet, place the future of their enterprises in serious jeopardy. They, in particular, need to read 'The Channel Advantage' in which Larry Friedman and Tim Furey nail the issues soundly in a very easy-to-read, well-informed manner." Jeff Papows, PhD President and CEO, Lotus Development Corporation
TitleLeading
The
Illustrated
Yes
Dewey Decimal
658.84
Table Of Content
Introduction: the competitive advantage of sales channels; Choosing the right sales channels... - The starting point: product-market focus; Aligning channels with how customers buy; The impact of products on channel selection; The bottom line: the economics of channel selection; ...And building them - The 'leveraged' sales force; Business partner (indirect) channels; Telechannels; The Internet; Managing channels for high performance - The art of channel mix and integration; Investing in (and across) a portfolio of channels; Measuring and managing channel performance
Synopsis
The first rigorous and definitive guide looking at the whole field of channel strategy Shows you how to evaluate new channels Uses real life case studies illustrating cutting edge channel management, The Channel Advantage' explains how leading companies develop strategies that integrate e-commerce, telemarketing, sales forces, and distributors to achieve superior sales performance and sustainable competitive advantage., Channel innovation is separating market winners from market losers, and not just in leading-edge technology industries. In a business world where industry players are selling practically the same products at essentially the same prices at about the same cost, the only real source of sustainable competitive advantage is the sales channel: how you sell, not what you sell. Selling becomes a question of how to connect products with customers via the best mix of sales channels: the sales force, value-added partners, distributors, retail stores, telemarketing, and the Internet. In short, how companies sell has become as important as what they sell. 'The Channel Advantage' explains how leading companies develop strategies that integrate e-commerce, telemarketing, sales forces, and distributors to achieve superior sales performance and sustainable competitive advantage. Timothy R. Furey is chairman, CEO and co-founder of Oxford Associates, a privately held consulting firm specializing in sales and market strategy, e-commerce channel integration and market research, based in Bethesda, Maryland. Oxford has achieved an annual growth of more than forty percent since its creation in 1991 and was named one of America's 500 fastest growing private companies by Inc. Magazine in 1997. Furey, a pioneer in the use of hybrid sales and marketing strategies for blue chip companies, works extensively with senior management leadership teams to develop and implement go-to-market growth strategies. His clients include IBM, American Express, Marriott, Xerox, Fidelity Investments, Bristol-Myers Squibb, and Johnson & Johnson. Under his leadership, Oxford Associates has developed leading-edge strategies, business processes and systems for deploying and integrating multi-channel sales and marketing systems. They work to align products with the right customers via an appropriate mix of the Internet, telesales, distributors, value-added partners, and traditional sales force channels. Mr. Furey is the co-author of THE CHANNEL ADVANTAGE (Butterworth-Heinemann, August 31, 1999), which is endorsed by the CEOs of America Online, Lotus Development, Ocean Spray, and Xerox. Mr. Furey also serves on the Board of Directors of Alpha Industries (Nasdaq: AHAA), a leading semiconductor manufacturer for wireless telephone applications. Previously, Mr. Furey worked with Boston Consulting Group, Strategic Planning Associates, Kaiser Associates and the Marketing Science Institute. He earned a BA in Economics, cum laude, from Harvard University and an MBA from the Harvard Business School. Lawrence G. Friedman is an internationally recognized channel strategy consultant whose clients have included companies such as Lotus, AT&T, Canon, Compaq Digital Equipment, Microsoft and Bell Atlantic. He also held executive level positions at Andersen Consulting and Huthwaite, Inc., the sales research firm that developed the SPIN Selling Model. In 1996, Friedman, with Neil Rackham and Richard Ruff, co-authored the best-seller, GETTING PARTNERING RIGHT (McGraw-Hill). He is on the review board of the Journal of Selling and Major Account Management, which published his article, Multiple Channel Sales Strategy, in the April, 1999 issue. His firm, The Sales Strategy Institute, works with clients to identify and evaluate new go-to-market opportunities and conducts in-depth channel strategy workshops and seminars. Mr. Friedman is a frequent guest speaker and lecturer on sales and channel strategy throughout the United States, Europe and Asia. Mr. Friedman earned an MA from the University of Chicago.
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