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    The hybrid sales channel : how to ignite growth by bridging the gap between direct and indirect sales / by Rich Blakeman.

    By: Blakeman, Rich [author.]Material type: TextTextPublisher: New York : McGraw-Hill, [2016]Description: xvii., 216 pages : illustrations ; 24 cmContent type: text Media type: unmediated Carrier type: volumeISBN: 9780071845328; 0071845321Subject(s): Sales management | Direct selling | Marketing channels | Direct selling | Marketing channels | Sales managementDDC classification: 658.8/7 LOC classification: HF5438.4 | .B596 2016
    Contents:
    A hybrid sales channel -- just exactly what do you mean by that? -- A story of a hybrid sales channel -- how it all began -- The transition : moving from the boardroom to the change agent -- Cross-checking the model three ways -- Merging two methodologies to ignite growth -- Customer at the core : the MHI Global Sales System -- Infusing the sales system with ChannelPRO -- Preparing for territory-level execution of the hybrid sales channel -- Putting it all together -- the hybrid sales channel coverage model -- Measuring and paying for the hybrid sales channel -- Making extraordinary things happen through company alignment -- Where do we go from here?
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    A hybrid sales channel -- just exactly what do you mean by that? -- A story of a hybrid sales channel -- how it all began -- The transition : moving from the boardroom to the change agent -- Cross-checking the model three ways -- Merging two methodologies to ignite growth -- Customer at the core : the MHI Global Sales System -- Infusing the sales system with ChannelPRO -- Preparing for territory-level execution of the hybrid sales channel -- Putting it all together -- the hybrid sales channel coverage model -- Measuring and paying for the hybrid sales channel -- Making extraordinary things happen through company alignment -- Where do we go from here?

    Includes index.

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