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Sales Channels and Sales Partners: Designing the Route to the Customer

In: Sales Excellence

Author

Listed:
  • Christian Homburg

    (Universität Mannheim)

  • Heiko Schäfer
  • Janna Schneider

Abstract

It is clear that managing sales channels and sales partners is one of the key decisions that a company has to make regarding its sales strategy. This chapter tackles related questions such as: Does a company sell its products directly or indirectly? Does a company use only one or several sales channels?, and If a multi-channel system is used, how are the different sales channels delineated from one another?

Suggested Citation

  • Christian Homburg & Heiko Schäfer & Janna Schneider, 2012. "Sales Channels and Sales Partners: Designing the Route to the Customer," Management for Professionals, in: Sales Excellence, edition 127, chapter 4, pages 45-59, Springer.
    • Handle: RePEc:spr:mgmchp:978-3-642-29169-2_4
    DOI: 10.1007/978-3-642-29169-2_4
    as

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