Channel Strategy & Planning

Short course

In Rickmansworth

£ 595 + VAT

Description

  • Typology

    Short course

  • Location

    Rickmansworth

Description

Learn how to plan and implement a successful channel strategy and manage channel performance to achieve outstanding growth and results with your chosen partners.
Suitable for: This course is ideal for those who wish to achieve sales through UK 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.

Facilities

Location

Starts

Rickmansworth (Hertfordshire)
See map
Trinity Court, Batchworth Island, WD3 1RT

Starts

On request

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Teachers and trainers (5)

Anushka Stach

Anushka Stach

Trainer

BEd, NLP Master Practitioner Anushka specialises in training which focuses on personal and interpersonal communication skills. She brings her highly motivational energy and enthusiasm to a range of areas from sales and customer service to management and train the trainer programmes. Her flexible approach and breadth of experience means she is happy working in any sector.

Audrey Bryce

Audrey Bryce

Trainer

Audrey is a specialist trainer in telephone techniques and customer service. With over 20 years experience in training, she has extensive experience in a variety of sectors and she started out in media. During this time Audrey has worked closely with blue chip companies and SMEs and throughout she has focused on educating students on the importance of professional training and the positive impact it can have on their future career.

Hugh Alford

Hugh Alford

Trainer

BSc Joint Hons Hugh specialises in training field selling, desk based account development by telephone, and selling through channel partners. He has designed and implemented over 400 in-company courses in industrial, service and business to business sectors. He authored TACK's Buyer’s Views of salespeople research in 1997, 2002, 2005 and 2008.

Judy Brown

Judy Brown

Trainer

BEd, BA Judy specialises in all areas of management development, leadership and interpersonal Skills. She also runs sales courses and has delivered programmes to many multinational groups. Judy has an innovative and creative approach to training, making it fun as well as developmental.

Martin Dodds

Martin Dodds

Trainer

ACIB Martin specialises in sales management and management training as well as presentation skills and negotiation. As a qualified banker he was previously responsible for selling financial services. Martin works closely with a number of multinational companies both in the UK and internationally.

Course programme

Channel Strategy & Planning

Plan and execute profitable channel strategies and business

Business need

Establishing the strategy for sales through a team or organisation that is not directly under your control presents special challenges.

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

Key learning points

  • Recruit the right channel partners – identify characteristics of a ‘dream distributor’ according to your own channel specification and portfolio
  • Use interview techniques to fully stretch potential channels – avoid costly mistakes of wrong partner selection with a rigorous selection process
  • Produce and present business plans that win commitment from your channels – target key elements and present them in an acceptable way to your channels
  • Get agreed decisions implemented - with the help of latest business planning tools
  • Effectively monitor your channel partners – understand what Key Performance Indicators are, their importance in channel management and how to set and monitor activity and result targets


Channel Strategy & Planning

£ 595 + VAT