Course Objectives

1.      Make a channel sales strategy, design and choose sales channels, develop market, master channels and methods according to market needs

2.      Build long-term cooperative relationships through win-win agreements

3.      Set up effective incentives for sales channels, understand sales opportunities, role-play sales activities

4.      Learn how to manage agents

Course Outline:

1: Designing Marketing Channels

Analysis of marketing channels

Design of market-oriented sales channels

ROI analysis of marketing channels

Strategy basis of marketing channel design
Market life cycle and BCG
Product's competitive position
Marketing channels network

2: Marketing Channel Management

Marketing channels management
Logistics Management
Price Management
Promotion Management
Service Management
Account receivables management

3: Assessment and Incentives of Marketing Channels

Performance assessment standard of marketing channels
Five driving force of marketing channels
In-depth development to maintain the relationship of marketing channels
Concept and behavior of channel sales representative
Sales Chain
In-depth mining and direction of clients’ needs.
Value and value-added
Client awareness rule
Self-improvement of channel sales representatives