Question

Topic: Student Questions

What Is The Bottleneck Of Channel Management?

Posted by Anonymous on 7/20/2010 at 7:26 PM ET 50 Points
I am confused to solve relevant bottleneck of channel management.
the product mix is office equipment, and mainly target market is emerging market, e.g. BRIC

in these market, those SMB company or start-ups faced too much confusion about how to meet agreed target, how to optimize the internal operations, and so on
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RESPONSES

  • Posted by Peter (henna gaijin) on 7/22/2010 at 6:34 PM Accepted
    Your question leaves me a little confused. A bottleneck? That doesn't sound like the problem. It sounds like your sales channels are not selling as much of your product as you would like. Is this correct?

    We would need some more information to be useful. Are the sales channels separate companies from you, or part of your company? What sort of confusion is showing up? Who is setting the targets for the sales channels? How are these targets determined?
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