Selecting the most appropriate distribution channels and motivating channel partners are key factors in selling profitably through third parties. It is essential for any organisation involved in the selection and management of channel partners to know how to build and manage effective working relationships that build trust, add value and avoid conflict.
Benefits to you and your company
Staff will adopt a more structured approach to the organisation of channel sales and be better positioned to build a disciplined relationship with channel partners. Using the latest management thinking, and developing a structured channel marketing plan, organisations should begin to see an increase in sales, margin and co-operation from channel.
Who should attend?
Managers and staff involved in the selection, motivation, evaluation and management of channel partners. The course will enable delegates to plan and implement a disciplined channel strategy; it will allow you to judge your current channel organisation against best practice.