Drive your channel to Succeed
Understand the nuances of dealing with channel partners like distributors, wholesalers, retailers & how to build a sustainable growing business through them.
Managing Sales Channels
This course covers the practical aspects of managing channel partners. Starting with understanding the different sales channels such as distributors, wholesalers, retailers, franchisees and their reason for existence. What roles do they play, what are their responsibilities and how do you prospect and choose the right partners for your business. The course covers in detail the key aspect of driving business through the channel and the channel teams.
How to build processes and systems to ensure consistent growth, develop business plans, monitor performance, conduct reviews and give feedback. Lastly but not the least it covers the aspect of channel commercials specifically ensuring right investments in business, analyzing channel health and driving profitability
Course Curriculum
- Welcome to the course
- Know your course faculty
- How to take the course
- Channel intermediaries
- Channel structures
- Role of sales channels
- Learning Resource 1
- Quiz 1
- Profiling and selection of channel partners
- Channel management processes (SOPs)
- Learning Resource 2
- Quiz 2
- Assignment 1
- Channel Business Plan
- Sales Channel Teams
- Channel Partner Financials
- Learning Resource 3 (Downloadable distributor ROI template with illustration)
- Channel Health Review
- Learning Resource 4 (Downloadable distributor
- Channel Conflict Management
- Learning Resource 5
- ChapterQuiz 3
- Course Assessment
- Case Study
- Conclusion
- Downloadable Learning Summary
Course Synopsis
Audience - Sales, Distribution, Channel Managers, Business Managers, Entrepreneurs
Level - Intermediate
Duration - 180 minutes
Author - Rahul Kulkarni
Validity - 1 year
Price - INR 4000
Learning Objectives
Understand Channels
Understand the channel types & role they play in the sales process. Channel structures & how to prospect & select the right channel partners.
Manage Channels
Implementing channel SOPs and developing and executing channel business plans. Driving channels partners & their teams for delivering the business plans.
Leverage Channels
Understand channel financials. Measure channel performance & conduct channel health reviews. Manage channel conflicts to ensure channel business growth.
About the Author
Rahul Kulkarni
Consults corporates, SME’s and start-ups in areas such as business strategy, sales & marketing strategy. Has more than 20 years of sales & marketing experience having worked with leading organizations Millipore, Castrol, HP, and Asian Paints before starting his own consulting firm.
Over the last 12 years has designed and delivered customized classroom & e-learning programs for corporates in the field of sales & marketing. Areas of expertise are Channel management, Distribution, Sales management, B2B Marketing, KAM, Leadership Development, Product Management & Rural Marketing.