Channel Management -Articles about channel management

Long-term Business Partnerships: Beyond Good Products and Extra Service By Robert B. Miller and Stephen E. Heiman with Tad Tuleja. By getting to the top of the buy-sell hierarchy, you go beyond providing your customers with good products, extra service, and help with their bottom-line concerns. You become an ad hoc consultant to their organizations by contributing to their efficiency as organizations.		How the Web is Changing Sales Relationships By Hayley Ringle SalesLobby.com Correspondent. This article examines how the Internet has changed the way salespeople and customers interact with each other. Industry experts weigh-in on the ramification of the Web on sales.