 |
|
| CHANNEL ADVANTAGE, THE
| |
| | |
|
|
To order this title, and for more information, click here
By
Lawrence Friedman, Chief Executive Officer, The Sales Strategy Institute, Virginia, USA
Tim Furey, Chief Executive Officer and President, Oxford Associates, Bethesda, Maryland.
Description
'The Channel Advantage' deals with one topic, and deals with it comprehensively and rigorously: how to construct a sales channel system
that will yield world-class sales performance and durable competitive advantage. This book helps readers move decisively away from the
notion of channel strategy as a sideline to the core business. Building a channel advantage is the core business today, and this is an
essential text and reference for all serious marketing and sales professionals and students.
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.
Audience
Marketing and sales professionals; Students
Contents
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
| Bibliographic details |
Hardbound, 228 pages, publication date: MAY-1999
ISBN-13: 978-0-7506-4098-5
ISBN-10: 0-7506-4098-7
Imprint: BUTTERWORTH HEINEMANN
|
| Price and Ordering |
Price:
EUR 60.95
USD 72.95
GBP 43.99
|  |
Books and book related electronic products are priced in US dollars (USD), euro (EUR), and Great Britain Pounds (GBP). USD prices apply to the Americas and Asia Pacific. EUR prices apply in Europe and the Middle East. GBP prices apply to the UK and all other countries.
|
See also information about conditions of sale & ordering procedures, and links to our regional sales offices.
|
076/734
Last update: 4 Sep 2009
|
|
| |
| | |
|
|
| |
Home | Elsevier Sites | Privacy Policy | Terms and Conditions | Feedback | Site Map | A Reed Elsevier Company