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Channel Conflict Resolution
Strategies for managing and resolving conflicts that arise between different sales channels, such as direct sales and distributors.
Implications
The process of addressing and resolving disputes between different sales or distribution channels, often involving negotiations, policy changes, or the introduction of new incentives to align channel interests.
Example
Example: A pharmaceutical company resolves channel conflict between its direct sales team and distributors by introducing territory exclusivity agreements, reducing competition and improving cooperation.
Related Terms
Different from conflict management, which is proactive, conflict resolution is reactive, dealing with issues after they have emerged.
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