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Channel Relationship Management
The management of relationships with different sales channels, including negotiations, agreements, and maintaining a mutually beneficial partnership.
Implications
Practices and strategies used to maintain and strengthen relationships with sales or distribution partners, ensuring mutual success and long-term collaboration, critical for channel performance.
Example
Example: A pharmaceutical company invests in channel relationship management by regularly engaging with its distributors through training programs, joint marketing efforts, and performance reviews.
Related Terms
Different from customer relationship management, which focuses on end-users, this involves managing the relationships with intermediaries and partners within the sales and distribution network.
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