channel management

channel management
 Managing distribution channels. Channel management involves placing greater emphasis on communicating with retailers and distributors in markets where end-users rely on the opinions and advice of these people.
 ► “In addition, both Compaq and IBM now let major corporate customers buy directly from them, further adding to the unrest. . . . ‘We’re just giving customers the opportunity to be better satisfied,’ insists Ronald Schneider, Compaq’s director of channel management.” (Wall Street Journal, Aug. 26, 1994, p. B4)

American business jargon. 2014.

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