Getting the most from distribution
作者:
Neil S. Novich,
期刊:
National Productivity Review
(WILEY Available online 2007)
卷期:
Volume 10,
issue 2
页码: 215-225
ISSN:0277-8556
年代: 2007
DOI:10.1002/npr.4040100209
出版商: John Wiley&Sons, Ltd.
数据来源: WILEY
摘要:
AbstractDistribution effectiveness, both direct and indirect, is frequently overlooked when organizations look for ways to improve overall performance and productivity. Current trends toward indirect channel sales and declining sales‐force productivity imply that improving distribution effectiveness will be apriority in the 1990s. This article discusses tools for setting productivity‐improvement targets and methods for achieving them in both indirect channels and direct sales forces.
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