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Channel Management Training

Channel management training provides you with the notions, tools, approaches, effective strategies, and best practices of channel and marketing management.

What is Channel Management?

Channel management is a sales and marketing term that is used a lot here and there as though everybody knows what it means. However, only a few numbers of firms and organizations truly understand channel management in a way that actually benefits them. Sales channels demonstrate in many forms; direct, web, and traditional retail environment. Question is if there is any efficient and effective approach?

This is where Channel Management comes in to play. Channel management is a process through which a corporate develops official programs for selling and servicing customers inside a certain channel. Channel management can affect your business in a proactive way.

Channel management program that includes:

  • Goals. Defining the specific objectives for each channel sector.
  • Policies. Building well-defined strategies for executing the accounts within this channel.
  • Products. Determining the products in your offering that are most appropriate for each sector and develop suitable messaging.
  • Sales/Marketing Programs. Planning support programs for your channel that fit their needs, not what your opinion of their needs are.

Channel Management Strategy Components

  • Alignment to company and sales policies
  • Defined partner selection protocol
  • Loyalty to a channel governance process
  • Partner concentrated recruitment package
  • Inclusive channel enablement content


Channel Management Training is a 3-day course designed for:

  • VPs and executives
  • Head of departments
  • Directors
  • Senior and mid-level managers
  • Managers and all personnel who work with distributors, agents and other mediators from divers industries

What Will You Learn?

  • Overview of Channel Management
  • Channel Management Methods and Tools
  • Motivation and Decisions Management
  • Decision-Making Approaches
  • Customers’ Buying Procedures
  • Customer/Supplier Relations
  • Channel Organizations
  • Direct Sales
  • Distributors
  • Retail Sector
  • Resellers Importance
  • Plan Your Marketing System
  • Sales Professionals and Channel Organizations
  • The Agreements Principals
  • Managing Channel Conflicts
  • Impact of CEO on Sales Increasing
  • TONEX Group Activity Sample

Channel management training

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