A concise and structured approach to third-party sales management. Create a World-Class Third-Party Selling Program!
Channel sales is selling that takes place by means of any third party. Sales completed through value-added resellers, partners, systems integrators, independent representatives or agents, licensed distributors, and franchisees are all examples of channel sales.
Many companies operate under a channel-sales model without ever having heard of the term!
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I have really enjoyed working with Marcus as Author of “Making Channel Sales Work”, he is a Global authority on indirect sales and regularly influences channel leaders through multiple vehicles. He understands that channel sales management is probably the hardest job there is in professional selling-including limited recognition and respect. With over 75% of world trade following indirectly, there are very few trusted sources that deliver goods with the breadth and depth that Marcus does. All channel professionals should have him on their radar”
Jay McBain, Principal Analyst Global Channels
