<p>This comprehensive guide discusses how managers can: influence the distributor to adopt a market-oriented approach; develop mutually agreed policies, plans and procedures; isolate those areas of business which need strict control; and manage unsatisfactory situations and relationships.</p>

Managing and motivating your agents and distributors ("Financial Times")

Business & Money

Iyer, Vinoo

Management & Leadership

Financial Times

<p>The unification and expansion of the European Community, the proposed NAFTA regulations, the emergence of the Pacific Rim as an economic power, and other global trade events will likely create new markets for approximately 300,000 manufacturing and service companies in the United States. Successful exploration and penetration of these markets require an understanding of the complex issues associated with distribution management; in particular, you must ensure that distributors and other sales partners support and advance your company's sales and profit goals.</p>

Profitable Sales Partnerships: A Guide to Managing and Motivating Agents, Distributors, Importers, and Anyone Else Who Sells Your Product! (Financia)

Irwin Professional_Pub

See the best price to sell, buy, or rent books by Iyer, Vinoo. BookScouter helps to compare book prices from 25+ online bookstores and 30+ buyback vendors with a single search.

Books by Iyer, Vinoo

See the best price to sell, buy, or rent books by Iyer, Vinoo. BookScouter helps to compare book prices from 25+ online bookstores and 30+ buyback vendors with a single search.

Managing and motivating your agents and distributors ("Financial Times")

Profitable Sales Partnerships: A Guide to Managing and Motivating Agents, Distributors, Importers, and Anyone Else Who Sells Your Product! (Financia)