Abstract
Channel management and sales management have traditionally been treated as different “animals” in the literature on these two areas of the marketing discipline. But there are several important interfaces between these two fields which have been ignored in the literature. This article identifies and discusses the significance of five of the most basic and important of these previously ignored interfaces: 1) channel design, 2) motivation of channel members, 3) education and training of channel members, 4) selling through channel members, and 5) evaluation of the performance of channel members.
By recognizing these interfaces, the relationships between channel management and sales management become clearer from both the academic and practitioner points of view.
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Rosenbloom, B., Anderson, R. Channel management and sales management: Some key interfaces. JAMS 13, 97–106 (1985). https://doi.org/10.1007/BF02729939
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DOI: https://doi.org/10.1007/BF02729939