Marketing & Sales > Distribution Channel Management
Distribution Channel Management: Bridging the Sales and Marketing Divide
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| Upcoming Sessions |
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November 1-4, 2009
$ 5,800 |
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May 2-5, 2010
$ 5,900 |
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October 31 - November 3, 2010
$ 5,900 |
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| Key Benefits |
| During this program, you will learn to: |
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Gain insights into the role distribution channels play in your company’s business model |
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Segment your market for optimal channel design |
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Assess and satisfy the service output demands of your end-users |
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Optimize the allocation of costly activities among channel partners |
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Identify gaps in channel performance on both the demand and supply sides |
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Use channel power to bring about productive change in the channel's operation |
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Diagnose sources of channel conflict and develop tools for conflict resolution |
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"The program was filled with relevant topics that helped me understand how to better manage channel conflicts."
Director of Marketing, State Farm Insurance |
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© Nathan Mandell
Academic Director Anne T. Coughlan |
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Managers frequently complain about a lack of communication between their marketing and sales executives, resulting from a poorly designed or implemented distribution channel strategy. A well-designed distribution channel strategy takes into account the linkages between both the salespeople's activities with channel partners and the marketing managers' efforts to better reach and serve end-users.
The Distribution Channel Management program builds a coherent framework uniting marketing and sales efforts in a collaborative learning environment.
This program addresses the needs of consumer goods and services companies selling through wholesalers and retailers; business-to-business firms working through independent distributors and sales representative firms; retailers seeking to improve efficiency in an increasingly competitive marketplace; and intermediaries seeking to preserve their role in an increasingly fluid channel structure.
View the faculty
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Format
The program will blend discussions, case studies, and exercises that engage participants in active learning. In addition, each participant will receive a copy of the 7th edition of Marketing Channels, the leading book on the topic, and a comprehensive set of program materials for future reference.
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Who
Should Attend
Find out who should attend Market Access Strategies, and what past participants have said about the course. |
