Categoría Channel News

Challenges of channel sales include managing partner relationships, ensuring consistent brand messaging, and maintaining control over the sales process. Effective channel sales also requires building strong relationships with partners and setting mutual sales goals. Channel managers should report regularly on…

Peppers and Rogers (1993) argued that “When two marketers are competing for the same customer’s business, all other things being equal, the marketer with the greatest scope of information about that particular customer … will be the more efficient competitor.”…