Title: Marketing channel management : people, products, programs, and markets /
Authors: McCalley, Russell W.
Publisher: Praeger,
Year: 1996
Subjects: Marketing channels.; Marketing Management
Contents: Marketing channel overview -- Marketing channel participants and their functions -- Marketing channel structure and physical distribution -- Market characteristics and channel management -- Organizing to manage the marketing channel -- Effective responsibility without authority -- Building the marketing database and forecasting sales -- Calculating market share and the competitive share analysis -- Managing products, managing markets -- Marketing programs and pricing strategies -- The marketing channel planning process -- Legal issues in channel management.