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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: * 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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