I'm looking for a good source of information(a book, possibly) on how
to work with distributors.

We make a niche product that's being used by businesses. We are
looking for information on how to work with distributors. The most
thorny question is how to deal with end-users/customers. Distributors
usually expect us to stop approaching any customers, but we'd rather
not. Thanks.

What exactly do you mean when you say "how to work" with distributors? 

I recommend you check out anything from the Harvard Business school
press. In this case, reading "Negotiation and Conflict Resolution"
sounds like your best bet. This will give you a place to start.

Cheers,
Francisco Diaz-Mitoma Jr.

If you mean by "how to work" with distributors the supply chain
management, I would suggest checking out Knowledge@Wharton
http://knowledge.wharton.upenn.edu/ free research portal from the
Wharton School that had some latest business insights on supply chain
management and best practices in relationship building with
distributors.

Thanks to both of you for your comments.

We are a small business and don't have much experience in dealing with
distributors. The distributor we are in talks with has a nation wide
sales force and distribution network that could help us. Our concern
is that since we are a new comer, and the distributor currently
represents another large company who makes comparable products, the
distribution terms might not be good enough for us.

I guess we are looking for information that would help us in drafting
the distribution agreement.

Thanks a lot.