The Challenges in Measuring the Effectiveness of the Marketing Function in Distributor – Led Sales

Sales and marketing leaders often get torn between the merits of measuring marketing success over an extended period of time or quantifying it based on short-term results. These are certainly…

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Designing the Optimal Indirect Sales Channel – The Role of the Product and the Choices of the Top Management

It's important to design a robust sales channel for a brand to stand out amid the competition. Today, customers take different routes to reach the point of purchase. However, businesses…

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Achieving Transparent Visibility Across Sales Operations Is Easier Said Than Done With Channel Sales

The pandemic hit businesses hard with disruptions and additional costs on enabling workforce safety. Despite that, the retail industry saw sales volumes remaining on par or even slightly better than…

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