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channel management

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channel management

Systematic means of reaching and taking care of a company's customers, wherever they are and however they prefer to be reached. The concept has three components: information flow through the channel, both inwards and outwards; the logistics to deliver products and services to the consumer; and value added services that augment the product or service.

The importance of channel management was reinforced by two consultants at management consultancy Booz-Allen & Hamilton, Steven Wheeler and Evan Hirsh, in their book Channel Champions (1999).
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