Penetration Into An International Market: The Aspects Of Sales Channels ManagementAuthors: Moshe Shavit, D.B.A. and Kewal K. Verma, Ph.D.
Company: University of Phoenix Online
Date Published: 10/13/2013 Conference: SMTA International
In light of the large failure rate of sales channels activity, 60% -70%, the sales channels management is critical to the success of the sales channels and vendors alliances. Companies should dedicate resources to manage sales channels. Companies that involved senior management in the sales channel development or the alliance management activity reach strategic level of relationships and are more successful. Based on the detailed literature review and results of the qualitative exploratory case study of successful Small Medium Enterprises (SMEs), from the United States, Europe, Israel, and APAC, a number of best practice activities are suggested that could improve sales channels performance of the company preparing to penetrate into the international market.
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