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Distribution Marketing Handbook
Distribution Marketing Handbook
Report Overview
Life is simpler if a manufacturer or supplier can send a direct sales force out to reach all end-user prospects. Unfortunately, most suppliers swiftly confront a cost barrier and must resort to engaging some type of indirect sales channel that can act as an intermediary between the supplier and the end user.
These relationships can only be indirectly controlled, so proven management tools and resources are needed to effectively monitor, measure and manage the people and processes involved with channel partners. Suppliers must also understand how to ensure these diverse intermediaries are communicating a credible and consistent sales message to prospective end-user customers.
Our Distribution Marketing Handbook is designed to educate, train and equip indirect channel management to effectively manage the fundamental activities that will ultimately drive sales and market share growth.
The handbook is divided into four primary aspects of successful channel management:
| > | Basic Concepts of Distributor Marketing | | > | Key Elements of a Successful Industrial Distributor Marketing Program | | > | Critical Factors in Assembling an Effective Distributor Network | | > | Essential Distributor Marketing Policy Considerations |
Key learnings include:
| > | Separating distributor marketing facts from folklore | | > | Understanding the role of the indirect sale channel | | > | How to apply the market life cycle to manage channels and understand the source of channel conflict | | > | Using brand and product relevance frameworks to gain mindshare | | > | The role and growth of hybrid sales channel structures | | > | How to analyze and use the concept of a channel window | | > | How to develop a successful indirect channel strategy | | > | Understanding the role of pricing to the channel | | > | How to develop and manage a successful network | | > | The effective use of management policy to direct behavior |
Cost: $197
To order this report, CLICK HERE.
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| May 9 |
| Professional Sales Channel Management |
Using proven management tools, frameworks and methods to prepare channel managers to drive sales and market share through indirect sales channels.
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