The Channel Advantage

'The Channel Advantage' deals with one topic, and deals with it compre hensively and rigorously: how to construct a sales channel system that will yield world-class sales performance and durable competitive adva ntage. This book helps readers move decisively away from the notion of channel strategy as a sideline to the core business. Building a chann el advantage is the core business today, and this is an essential text and reference for all serious marketing and sales professionals and s tudents.