This program allows delegates to align organizational marketing and sales strategies with regional channel development goals and objectives to achieve distribution, sales, connection and visibility targets. Channels must be managed in a coherent manner if the business will achieve increased and profitable turnover. This training will address the skill improvement and tool sharpening requirements of the distribution, sales and marketing managers in order to improve the overall management of distribution. Participants will also be empowered to address channel stakeholder needs and requirements.
The course will entail invaluable insights on optimizing dealership and retail structures to meet the end users’ demands, designing healthy competitive programs for wholesalers/retailers, and developing effective tools for resolving conflicts.
Learning Outcomes
Participants will learn how to:
- Utilize the Concepts & Principles of Channel Development & Management.
- Align everyday activities with Distribution Channel Players.
- Segment the market for optimal and profitable distribution design.
- Develop Relationship Management Skills as a Tool for Channel Development.
- Bring about productive change in channel operations.
- Identify gaps in outlet performances.
- Manage Market & Customer Expectations.
- Employ the role of strategy and competition analysis in marketing strategy & profitability.
- Apply Merchandising & Branding in the Channels of Distribution.
Course Module
- Designing & Implementing Distribution & Connection Plans.
- Distribution Metrics
- Wholesale and Retail Coordination
- Concepts & Principles of Merchandising/Branding
- Demand and Supply Gaps Management
- Designing & Implementing Customer Service & Loyalty Plans in the Channel
- Channel development & management
- Understanding Relationship Management & Implementing CRM in the Channel
- Teamwork in Sales Distribution
- Channel Conflict Management
Who Should Attend
Business Development Managers/Executives, Sales & Marketing Team Leaders/Executives, Client Service Officers, and Relationship Managers.
Training Delivery Techniques
For learning to be more impactful and effective, we adopt a seamless combination of Lectures, Group Discussions, Case Studies, Individual/Group Exercises, Videos and Role Play. Participants will gain both theoretical and practical knowledge of the topics. The emphasis is on the practical application of the topics and this will aid attendees to apply the knowledge gained both at work and personally.