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Research papers

Sales performance improvement at point of sale

The cases of many distribution organisations show that the strategy decided by firms is often very far removed from the realities of sales points. Operational management is often that which poses the most difficulties, not only because the strategic...

Catalogue: Seminar 1993: Maximising Retail Sales In Recession
Author: Bertrand Venard
June 15, 1993

Research papers

Optimization of distribution channels

The distribution is analysed traditionally by two types of modeIs. The first type is economic. The economists have tried to justify the agents ' presence in the distribution channels. Two functions are filled by the intermediaries for the exchange of...

Catalogue: Seminar 1992: Banking And Insurance- Pressure On Profits, Pressure On Research
Author: Bertrand Venard
June 15, 1992