Effective Channel Management
In the highly competitive marketplace today, the best of marketing strategies often don’t deliver due to underperforming distribution channelsor sales force. Distributors/Stockists/Dealers are independent channel members having their own goals & objectives, and sales people mustalign their marketing effort with that of the firm’s. In this backdrop, Sales Managers face the challenge of making their teams and channelsto perform effectively.They have not only to supervise their teams, but provide leadership to each salesperson and each channel member to excel, and seekopportunities to exceed targets.
Therefore, Channel management, as a process, by which a company, creates formalized programs for selling and servicing customers within a specific channel, by sequence of interdependent and linked procedures which, at every stage, consume one or more resources (employee time, energy, machines, money) to convert inputs (data, material, parts, etc.) into outputs.
Effective Channel Management Training Program can be offered to Corporate Clients, SMEs, Colleges and Private and Public establishments across India. All our programs are customized to suit the participants’ training needs. A detailed Training Design Document will be sent before the implementation of this training program.
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Key Learning Points:
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Designing Effective Channels
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Strategies for Modifying Channels
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Major Challenges in Channel Management
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Managing Channel Cooperation and Conflict
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Optimizing Sales Force Size and Territories
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Evaluating Sales Personnel
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Leadership Styles and Sales Force Motivation
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Ideal/Useful for:
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• Channel Sales Team – Executive to Management Level
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Learning Areas:
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• Define the specific goals you have for each channel segment
• Develop understanding of key concepts
• Construct well-defined polices for administering the accounts within this channel
• Identify which products in your offering are most suited for each segment and create appropriate messaging
• Design support programs for your channel that meet THEIR needs,not what your idea of their needs are
• Sharpen, and acquire new skills for improving performance of sales force and channel members
• Learn from practices of other Companies/Industries
• Acquire new insights on managing sales teams/channel members
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Training Locations:
We have offered Corporate Training Solutions across India including cities like Bangalore, Chennai, Mumbai, New Delhi (+ Gurgaon, Ghaziabad, Faridabad and Noida), Kolkatta, Hyderabad, Trivandrum, Cochin, Coimbatore, Pondicherry (Pondy), Goa, Vijayawada, Vizag, Vishakapatnam, Rajamudry, Belgaum, Mysore, Padubidri, Mangalore, Chitradurga, Hospet, Nagarcoil, Tirunelveli, Chandigarh, Karnal, Lucknow, Meerut, Ahmadabad, Baroda, Rajkot, Pune, Lonavla, Jaipur, Dewas, Indoor, Bhopal, Bhubaneswar, Gawahati and Raipur.
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Advanced Selling Skills