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Who should attend Effective Channel Management Onsite Training
Vice presidents and directors of sales and marketing, as well national, regional, district and area sales, product managers and others with channel management responsibilities.
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Effective Channel Management Onsite Training  

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

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Seminar Summary:

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 Onsite Training - Available for Onsite trainig ONLY

Expand channel partner options…replace outdated strategies…expand penetration…boost sales and profits!

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 partners. Learn how to successfully navigate channel management decision making in today's dynamic environment.


How You Will Benefit

  • Choose the right channel partner for your market needs
  • Effectively negotiate inventory commitments with your channel partners
  • 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
  • Legally manage issues about exclusivity, restrictions of competing lines and pricing 
  • Describe key elements to be included in contracts and agreements
  • Determine your channel partners’ Value Pyramid
  • Design effective reward and recognition programs

What You Will Cover

  • 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 technicques 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.


Overview of Channel Management
 

  • Describe Trends in Channel Management and Their Impact on Decision Making
  • Explain the Effect Mergers and Acquisitions Have on Channel Management
  • Define the Role of Channel Partner and Identify Different Channel Partner Options
  • Analyze the Current Channel Flow of Goods and Services of Participants
  • List the Sales Organization Options That Are Available to Managers


Channel Partner Selection
 

  • Identify Value Activities Performed By Channel Partners
  • Define Your Ideal Profile for Channel Partners
  • Recognize Sources of Channel Partners
  • Describe Key Elements to Be Included in Contracts and Agreements
  • Define and Implement a New Partner "Start-Up" Action Plan


Understanding the Needs of Your Channel Partner
 

  • Determine Your Channel Partner’s Value Pyramid
  • Learn How Your Channel Partner Makes Money
  • Evaluate Your Relative Position to Other Vendors with Your Channel Partner
  • Design a Simple, Effective Plan to Identify Channel Partner Needs


Policies and Procedures
 

  • Analyze the Importance of Clear Policies and Procedures
  • Build a Framework for Your Policies and Procedures
  • Identify Conflicts with Current Policies and Procedures


Training and Motivating Your Channel Partner
 

  • Determine Training Needs, Including Who Conducts Training
  • Create Motivating Factors While Eliminating De-Motivating Factors
  • Develop a Joint Planning Process with Your Channel Partner
  • Design Effective Reward and Recognition Programs


Channel Partner Evaluation
 

  • Define Channel Partner Expectations
  • Develop and Use Appropriate Performance Measures
  • Terminate an Unsatisfactory Distributor


Legal Considerations
 

  • Investigate the Basic Principles Behind Antitrust Laws
  • Learn About Primary Laws Affecting Supplier/Partner Relationships
  • Understand the Legal Issues Around Exclusivity, Competing Lines, and Pricing
  • Identify Inadvertent Acts of Cooperation with Competition

 

Credits:

1.2 CEUs; 2 days

Seminar Summary:

Learn how to successfully navigate channel management decision making in today's dynamic environment. (see full course description)

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