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Effective Channel Management Onsite Training  

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Vice presidents and directors of sales and marketing…national, regional, district and area sales and product managers.

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Seminar Summary:

Can using proven channel management techniques— and progressive strategies that adapt them to marketplace realities— help your company meet its goals? Yes! It’s all a matter of building and managing stronger working relationships with your channel pertners. Learn how to successfully navigate channel management decision making in today's dynamic environment. (see full course description)

 

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Training Course Syllabus:


Effective Channel Management - Available for Onsite Training ONLY

Can using proven channel management techniques—and progressive strategies that adapt them to marketplace realities—help meet company goals? Yes.

Give your staff the training they need to expand channel partner options…replace outdated strategies…expand penetration…and boost sales and profits!

Your Staff Will Discover How To:

  • Choose the right channel partner for your market needs
  • Manage multiple channel partner types and combinations
  • Define and implement a new partner “start-up” action plan
  • Develop advisory councils and training efforts to get your sales force, manufacturers’ agents and distributors to work together
  • Determine how many channels/tiers of distribution you really need
  • Know the legal issues on managing exclusivity, pricing and restrictions of competing lines
  • Understand key elements to be included in contracts and agreements
  • Determine your channel partners’ Value Pyramid
  • Design effective reward and recognition programs

Topics Covered:

  • Trends in channel management and the effect on decision making 
  • Roles and responsibilities of channel partners
  • Complexity and business issues of being a channel partner
  • Creating targeted reward and recognition programs based on channel partner performance 
  • Key training and motivation techniques to increase market position and enhance profitability
  • Analyzing the importance of clear policies and procedures used in channel partner management
  • Tools for channel partner evaluation and performance measurement

Who Should Attend

Vice presidents and directors of sales and marketing, as well national, regional, district and area sales, product managers and others with channel management responsibilities.

Seminar Summary:

Can using proven channel management techniques— and progressive strategies that adapt them to marketplace realities— help your company meet its goals? Yes! It’s all a matter of building and managing stronger working relationships with your channel pertners. Learn how to successfully navigate channel management decision making in today's dynamic environment. (see full course description)

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