Journal article
Channel Management and Sales Management: Some Key Interfaces
Journal of the Academy of Marketing Science, v 13(3), pp 97-106
01 Jul 1985
Abstract
Channel management, which concerns the management of distributors and dealers, and sales management, which concerns the management of the salesforce, have traditionally been dealt with as 2 separate areas. While these do deal with distinctly different material, there remain some key interfaces between them: 1. design of the channel, 2. motivation of the channel members, 3. education and training of channel members, 4. selling through channel members, and 5. evaluation of channel members. The recognition of these interfaces clarifies the relationships between channel management and sales management from 2 perspectives: 1. From the academic perspective, the identification of these interfaces opens new possibilities for theory and research on channel management and the management of the salesforce. 2. From the practitioner perspective, the tasks and functions of channel and sales management can now be seen as more closely related than previously believed.
Metrics
15 Record Views
18 citations in Scopus
Details
- Title
- Channel Management and Sales Management: Some Key Interfaces
- Creators
- Bert Rosenbloom - Drexel UniversityRolph Anderson - Drexel University
- Publication Details
- Journal of the Academy of Marketing Science, v 13(3), pp 97-106
- Publisher
- Springer Nature B.V
- Resource Type
- Journal article
- Language
- English
- Academic Unit
- [Retired Faculty]
- Scopus ID
- 2-s2.0-51249178840
- Other Identifier
- 991019173573404721