Author | Moretti, Livio. author. Author. http://id.loc.gov/vocabulary/relators/aut |
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Title | Distribution Strategy [electronic resource] : The BESTX® Method for Sustainably Managing Networks and Channels / by Livio Moretti |
Imprint | Cham : Springer International Publishing : Imprint: Springer, 2019 |
Edition | 1st ed. 2019 |
Connect to | https://doi.org/10.1007/978-3-319-91959-1 |
Descript | XVI, 216 p. 81 illus., 77 illus. in color. online resource |
Introduction to Distribution Strategy -- Phase 1 - Build the End-State Strategy -- Phase 2 - Evaluate Context: Transactional Analysis, Competition, Channels -- Phase 3 - Segment Channels and Partners -- Phase 4 - Commercial Terms Redesign. Phase 5 - Execute: Infrastructure and Tracking -- Common Pitfalls -- Business Intelligence -- Annex: Case Study - The Pharmaceutical Industry -- Final Remark.