Sales and Marketing Channels: How to Build and Manage Distribution Strategy

"This book is a true tour de force on all things marketing, distribution, franchising and more. Dent and White have given us a highly compelling and practical blueprint for success in times of great change and disruption. Their updated treatise gives us practical 21st-century strategic insights into sales and marketing channel and distribution management. Heed these authors' advice or risk irrelevance and peril for your business and brand." (Joe Tripodi, CMO, Subway, and former CMO, Coca-Cola, Allstate, MasterCard, Bank of New York and Seagram’s 2018-03-15)

"With sales and marketing channels becoming ever more complex and challenging, the need for help constantly increases. This book hits the mark - I seriously suggest anyone involved in channels has this to hand. Dent and White stand head and shoulders above many others in demystifying the channel into understandable and executable components. Whether you are a channel novice or channel expert, this new edition is paramount for executives to account managers alike." (Jeremy Butt, SVP International, Mitel 2018-03-15)

"This is the best book available for providing a deep understanding of channel business models and has helped us build more effective relationships with our channel partners." (Louis Gries, CEO, James Hardie Industries plc 2018-03-15)

"This book is essential reading for any vendor working with indirect channels of distribution. The deep insights into channel business models it provides enable vendors to secure maximum value from both distributor and final-tier engagement." (Michael Urban, Corporate Vice President, Strategy, Transformation, Global Vendor Management, Tech Data Corporation 2018-03-15)