Managing and Motivating Your Agents and Distributors ( + PRICE WATCH * Amazon pricing is not included in price watch

Managing and Motivating Your Agents and Distributors ("Financial Times") Book

It is estimated that between 30% and 45% of global business is conducted through distributors. Figures obviously vary from industry to industry. Despite the apparent need for each other, the supplier-distributor relationship is often badly managed with the result that the supplier fails to get the best of the distributor. This practical and comprehensive guide discusses: influencing the distributor to adopt a market-oriented approach; developing mutually agreed policies, plans and procedures; how to isolate those areas of business which need strict control; and the management of unsatisfactory situations and relationships.Read More

from£70.87 | RRP: £52.50
* Excludes Voucher Code Discount Also available Used from £50.83
  • 0273039563
  • 9780273039563
  • Vinoo Iyer
  • 11 November 1992
  • Financial Times Prentice Hall
  • Hardcover (Book)
  • 352
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