Channel Management is a very important field of focus for modern sales managers especially with the development of markets and the increased need for dedicated focus on operations and service to ensure better customer satisfaction.

This short book aims at developing Channel Management skills that can be utilized to excel in sales management by looking at:

·· Channel Recruitment ( Selection of the right channels , Presenting to channels , Strategic Considerations )

·· Leading Channel ( Strategic Planning, Channel Incentives and Motivation )

·· Managing and Directing Channels ( Control, Evaluation )

·· Channel Relationships  (Inputs and tips about Conflict management, Negotiations, Power struggles in the channel context)

·· Resources on Channel Management.

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OR 12.5 principles for sales greatness.

This book presents general ‘key’ practices necessary to succeed in the sales domain. The approach is humorous, clear and chronological, and the scope is wide covering many issues that are faced everyday by sales people. As the title says, it aims at empowering you to succeed continuously through understanding the underlying principles.
The summary below presents the main concepts, topics and guidelines present in the book, and puts them into perspective. It includes lists of pointers and advice that aims for development of key skills essential for success of sales individuals.

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