Distribution strategy : the BESTX method for sustainably managing networks and channels
著者
書誌事項
Distribution strategy : the BESTX method for sustainably managing networks and channels
（Management for professionals）
Springer, c2019
注記
Bibliography: p. 215-216
内容説明・目次
内容説明
This unique book helps business executives to improve their company's business performance by showing how to build an effective and future-proof distribution channel, and adopt effective commercial policies and value-based pricing strategies.
For the first time, an ex-McKinsey consultant and general manager reveals the methodology adopted by successful Fortune 100 multinationals, offering readers a concise, informative and pragmatic guide to the core principles, with an abundance of concrete examples and visual frameworks.
Every good business manager needs to have a microscope on one eye and a telescope on the other eye - this practical, easy to follow book, anchored in solid analytic principles, allows for fast and solid transitions between diagnosis, long-term strategic thinking, and short-term execution.
Bruno Barcelos, General Manager Sandoz, a Novartis Company
目次
Introduction to Distribution Strategy.- Phase 1 - Build the End-State Strategy.- Phase 2 - Evaluate Context: Transactional Analysis, Competition, Channels.- Phase 3 - Segment Channels and Partners.- Phase 4 - Commercial Terms Redesign. Phase 5 - Execute: Infrastructure and Tracking.- Common Pitfalls.- Business Intelligence.- Annex: Case Study - The Pharmaceutical Industry.- Final Remark.
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