9781317952732_

Bert Rosenbloom has brought together leading academic scholars on wholesale distribution who present state-of-the-art analyses and research on the subject. Their chapters clarify readersinsight and deepen their understanding of this two trillion dollar industry with a wide range of topics. Among those covered in Wholesale Distribution Channels are:

improving sales force effectiveness
power relationships in wholesale distribution channels
wholesalersliability for defective products
the impact of dominant buyers on wholesaling
wholesalers as marketing experts
transportation cost-effectiveness
profitability of wholesalers in vertical markets
Readers will find objective treatment of key issues based on research that provides evidence, not opinion. Many of the authors provide practical recommendations for applying the findings to wholesaling practice. The issues focused on in this book are based on input from the boards of directors representing major wholesale trade associations.

(*_*)9781317952732_

improving sales force effectiveness
power relationships in wholesale distribution channels
wholesalersliability for defective products
the impact of dominant buyers on wholesaling
wholesalers as marketing experts
transportation cost-effectiveness
profitability of wholesalers in vertical marketsReaders will find objective treatment of key issues based on research that provides evidence, not opinion. Many of the authors provide practical recommendations for applying the findings to wholesaling practice. The issues focused on in this book are based on input from the boards of directors representing major wholesale trade associations.

...(*_*)9781317952732_

Bert Rosenbloom has brought together leading academic scholars on wholesale distribution who present state-of-the-art analyses and research on the subject. Their chapters clarify readers’insight and deepen their understanding of this two trillion dollar industry with a wide range of topics. Among those covered in Wholesale Distribution Channels are:

improving sales force effectiveness
power relationships in wholesale distribution channels
wholesalers’liability for defective products
the impact of dominant buyers on wholesaling
wholesalers as marketing experts
transportation cost-effectiveness
profitability of wholesalers in vertical marketsReaders will find objective treatment of key issues based on research that provides evidence, not opinion. Many of the authors provide practical recommendations for applying the findings to wholesaling practice. The issues focused on in this book are based on input from the boards of directors representing major wholesale trade associations.

Wholesale Distribution Channels

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