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Step 4: The Organization—Integration and Coordination of Sales Channels

In: Transforming Sales Strategies

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  • Manuel Beck

Abstract

This chapter focuses on the organization of distribution channels, a crucial aspect for the efficiency and effectiveness of the sales strategy. It discusses how careful structuring and coordination of the various distribution channels can contribute to increasing overall effectiveness. Readers gain valuable insights into best practices for managing and harmonizing distribution channels to create synergies and minimize conflicts. Strategies are presented that show how a well-thought-out channel organization can optimize customer approach as well as make internal processes more efficient.

Suggested Citation

  • Manuel Beck, 2025. "Step 4: The Organization—Integration and Coordination of Sales Channels," Springer Books, in: Transforming Sales Strategies, pages 163-214, Springer.
    • Handle: RePEc:spr:sprchp:978-3-658-46809-5_5
    DOI: 10.1007/978-3-658-46809-5_5
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