销售：管理有利润的客户关系13知识分享.pptVIP

Marketing Channels and Supply Chain Management;Dominates world’s markets for heavy construction and mining equipment. Independent dealers are key to success Dealer network is linked via computers;Definition;Channel choices affect other decisions in the marketing mix Pricing, Marketing communications A strong distribution system can be a competitive advantage Channel decisions involve long-term commitments to other firms ;How Channel Members Add Value Intermediaries require fewer contacts to move the product to the final purchaser. Intermediaries help match product assortment demand with supp