Establishing the strategy for sales through a team or organisation that is not directly under your control presents special challenges. Learn how to plan and implement a successful channel strategy and manage channel performance to achieve outstanding growth and results with your chosen partners.

Who will benefit?

This course is ideal for those who wish to achieve sales through local or international indirect networks (distributors, wholesale outlets, agents, brokers, franchisees and re-sellers). It is relevant to managers with responsibility for establishing or managing a channel strategy and distributor selection and is of equal benefit to those who are new to, or experienced in channel management.

High spots

• Business planning skills - good business planning lies at the heart of profitable channel management. You’ll take away a variety of practical techniques to help you develop an effective channel business plan which delivers lasting results
• Account planning - using a set of pragmatic tools to drive mutually beneficial channel growth