About this Course

Distributor sales networks demand different approaches and controls from managing a traditional direct sales force. This course will ensure the channels you choose become a value-added asset to your total sales and marketing plan.

Learning Outcomes:

• Understanding productivity drivers of distribution effectiveness
  
• Performance evaluation of channel management
  

Course Outline:

The Fit of Distribution System

• Product type – This provides an understanding on the fit of distribution system with the type of product. It also explores the estimation of the consumer demand in the market.
  
• The company strategy – This explores the purpose of the company strategy and its link to the company's distribution strategy. It also includes the alignment of company's forecasting, distribution hierarchy and design alternatives with the company recognition and its training needs to the middlemen.
  
• The competition – This includes the coverage of areas in product pricing and competitive needs. It also explores the benchmarking of competitive distribution actions for precise measuring, monitoring and analysis.
  

Channel Management and Evaluation

• Evaluation of effectiveness – Calculating and measuring the distribution throughput through distribution metrics. Addressing the impact of an action or a lack of actions on sales.
  
• Training needs – assessing training needs of middlemen essential for distribution effectiveness.
  

Who Will Benefit?

Sales, Marketing, Distribution Managers/Directors and anyone who is actively engaged in distribution and channel management.

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