Transitioning from the "soft" skills of sales to the "hard" logistics of distribution, Havaldar provides a granular analysis of distribution channels. He defines distribution not just as logistics, but as a network of relationships. The book categorizes channels into direct and indirect models, analyzing the trade-offs between control and reach.
The book is typically organized into three primary sections that reflect the lifecycle of sales and logistics: 1. Sales Management Transitioning from the "soft" skills of sales to