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Channel Management & Development

Business training program

"Channel Management & Development" is an advanced course designed to equip participants with the comprehensive skills and insights needed to effectively manage and develop distribution channels. This course covers a range of critical topics from the identification and selection of channel partners to the motivation and assessment of intermediary performance, ensuring holistic channel management and strategic sales channel development.


Learning Objectives

  • Identify potential channel partners using effective selection criteria.

  • Develop and manage cross-channel sales strategies to maximize revenue.

  • Apply motivational techniques to enhance channel partner performance.

  • Navigate and resolve common channel conflicts and issues.

  • Implement robust assessment methods to evaluate channel efficiency and effectiveness.


Target Audience

This course is ideal for sales managers, channel development professionals, marketing coordinators, and business owners who are involved in or responsible for the management and development of marketing and distribution channels.


Course Content

  • Module 1: Fundamentals of Channel Management

  • Module 2: Establishing Sales Channels

  • Module 3: Advanced Channel Sales Management

  • Module 4: Motivation and Performance Management in Channel Settings

  • Module 5: Practical Workshops and Case Study Analysis


Expected Outcomes

Participants will leave the course with a deep understanding of how to strategically manage and develop effective distribution channels. They will gain skills in enhancing partner relationships, optimizing channel operations, and driving sales growth through efficient channel management.

Teaching will be delivered through a combination of lectures, real-life case studies, group discussions, and interactive workshops. Materials include comprehensive course notes, case study booklets, and access to an online resource portal.

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