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Lecture Sales and distribution management: Chapter 12 - Krishna K Havaldar, Vasant M Cavale

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Chapter 12, designing channel systems. After studying this chapter you will be able: Understanding customer needs to define channel objectives; channel design factors, components, issues, steps and process; method of evaluating various channel alternatives; how channel partners are: selected, trained and kept motivated; principles of vertical integration and electronic channels. | Lecture Sales and distribution management: Chapter 12 - Krishna K Havaldar, Vasant M Cavale

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