Price: $2,499.00

Length: 3 Days
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Channel Management Training

Channel management involves the marketing and sales strategies your company uses to reach and satisfy consumers, the techniques you use to support your partners who help with the distribution process, and how you manage vendors.

The key for channel management to be effective is for a business to determine what it wants out of each channel and also clearly define the framework for each of those channels to produce desired results. Identifying the segment of the population linked to each channel also helps to determine the best products to pitch to those channels.

There are several types of channel management, such as channel architecture. Channel architecture is the basic framework for your channel. It encompasses how the product is provided by the producer to the consumer.

Channel strategy, on the other hand, involves your sales and distribution blueprint, such as how you plan to expand your market and what specific action plans you will put in place to improve your e-commerce channel.

Then there’s channel design. This involves how an organization decides to implement new channels. For instance, you may create an affiliate program to encourage certain types of people and companies to help sell and promote your product.

Organizations that pursue a channel management strategy don’t need to do it alone. There are tools such as channel management software solutions designed to help companies streamline their production and distribution process and to assist with their sales and marketing programs.

When various channels are streamlined, partners and clients can be organized into various segments so that internal teams can track tasks, processes and results.

Channel Management Training Course by Tonex

Channel management training covers one of the most crucial functions of today business correlations in the world. This hands-on training course will provide you with the concepts, philosophies, tools, techniques, effective strategies, and best practices.

Channel management includes not only getting the products or services to the customer, but also delivering multiple opportunities to enhance income and extend sales penetration. Businesses that describe how to manage such affiliations can benefit from improving channel sales, active channel contribution, and building long-term cooperative business correlations. However, expressing creative distributions guidelines, managing distribution channels association, and inspiring distributors associate successfully is challenging.

Channel Management Training

Channel Management Training will enable you to see and develop new ways of thinking to allow you to increase the ROI provided to you by your distribution channels. This hands-on training demonstrates and discusses effective real-world case studies across the world. You will build a usual strategic structure to illustrate the prospects and results, formulate channel tactics throughout holistic strategic marketing planning and evaluation, derive a proper marketing communications technique, enhance communications skills to generate a two-way discussion that results in trust, learn how to negotiate win-win results when channel partners are in conflict, and analyzing your channel efficiencies in terms of financial performance. By the end of this training, you have learned the crucial thinking visions necessary to increase your competitive benefits.


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 other industries.

Training Objectives

Upon the completion of channel management training, the attendees are able to:

  • Comprehend the various channels, and recognize main issues engaged in developing channel
  • Comprehend the mindset of the association among channel stakeholders
  • Recognize the demands for channel partners & customers
  • Construct a partnership in various channels
  • Establish customer service values
  • Create clear account plans for partners
  • Analyze channel presentation
  • Understand channel management and their relationship with key stakeholders
  • Build strong partnerships
  • Establish formalized and clear guidelines for customers
  • Plan the accounts
  • Hire the proper channel partners
  • Apply interview methods to completely exhaust potential channels
  • Generate and illustrate business plans that to accomplish commitment from their channels
  • Oversee their channel associates successfully
  • Apply their marketing information to increase their business profitably
  • Demonstrate flexibility and effectiveness in their leadership style
  • Encourage their distributors for a win/win result
  • Execute distributor training programs that ‘stick’
  • Use the rules of Partnership Selling
  • Serve as a ‘business adviser’ to their channel partner

Course Outline

Overview of Channel Management

  • Channel management definition
  • Marketing system definition
  • Successful marketing system
  • The keystones of successful business partnerships
  • Channeling as a key external resource
  • Logistics, distribution and channels management correlation with marketing

Channel Management Methods and Tools

  • Defining the goal
  • How to reach the goal?
  • The learning process: across complication to success
  • Scientific method: problem solving methods
  • Commentary on the process
  • Designing and managing a marketing system
  • Some short cuts

Motivation and Decisions Management

  • Maslow’s hierarchy of personal needs
  • The need for fun
  • Managing via personal attractors
  • A personal attractor’s attraction
  • Money and personal pull
  • The competitive choices
  • The three to five principal
  • Why manage by personal attractors?
  • The bottom line

Decision-Making Approaches

  • Introduction
  • Explorers
  • Craftspeople
  • Bureaucrats
  • Victims
  • Other manners
  • Market timing for explorers, craftspeople, and bureaucrats
  • Effects on selling

Customers’ Buying Procedures

  • The buying crew
  • The buying procedure
  • Some shortcuts
  • Timetabling of the buying procedure
  • What customers expect?
  • Timetabling of products and services

Customer/Supplier Relations

  • The value of customers and suppliers
  • Evaluating “the customer is always right”
  • How to get profitable customers
  • The bottom line

Channel Organizations

  • Sales channels
  • Direct sales channels
  • Manufacturers delegates
  • Distribution
  • Value added
  • Channel resources
  • Classifying organizations is complicated

Direct Sales

  • Constructions
  • Key people
  • Finances
  • Strengths
  • Limitations
  • Management concerns
  • Best customers
  • Worst customers


  • Configurations
  • Key players
  • Economics
  • Working associations
  • Strengths
  • Weaknesses
  • Management issues
  • Best customers
  • Worst customers

Retail Sector

  • Shelf area
  • Retail frameworks
  • Retail influential people
  • Goods packaging
  • Economics of retail
  • Retail strengths
  • Limitations of retail
  • Retail management concerns
  • Best customers characteristics
  • Worst customers

Resellers Importance

  • Resellers configurations
  • Key individuals
  • Finances of resellers
  • Working relationships
  • Strengths and weaknesses
  • Management concerns
  • Best and worst customers

Plan Your Marketing System

  • The marketing system design process
  • Simplifying Principles
  • Key questions to form your marketing system
  • Values added by channel organizations
  • How to create a marketing system
  • Improving the existing system
  • Strategies for adding channels

Sales Professionals and Channel Organizations

  • How to hire sales professional
    • General approach
    • Interview and hiring tips
    • Interviewing senior sales
    • Interviewing Reps or VARs
    • Use the old-boy network
    • Common mistakes and how to avoid them
  • How to get sales professional to sell for you?
    • Plan overview
    • Plan objectives
    • Plan arrangement
  • How to get them to keep selling for you?
    • Offer dependable, timely support
    • Build on power
    • Publicize competitive scores between the top performers
    • Execute participative and communicating sales meetings
    • Found a “Top Sales Professionals” board
    • Found a council of channel organizations
    • Found an efficient and continuous training program

The Agreements Principals

  • Rules of agreements
  • Channel agreements components
  • Objectives of channel agreements
  • Common signing procedure
  • Recommended signing protocol
  • Sales representative agreements
  • Distributor and VAR agreements

Managing Channel Conflicts

  • Examples of conflicts
  • Roots of conflicts
  • How to handle conflicts

Impact of CEO on Sales Increasing

  • Visiting customers and channel organizations
  • Require other corporate executives to visit the field
  • Enthusiastically and officially listen to sales professionals
  • Expressing personal appreciation to top performers
  • Reviewing channel agreements and how they are executed
  • Replace win-lose projecting with positive planning
  • Supporting an ongoing sales-training program

TONEX Group Activity Sample

  • Determine the main stakeholders in your channeling system or in the part of the system you work within
  • Be precise by organization and by name
  • What are their requirements for effectiveness of your marketing system (first make an educated guess, then check it out)?
  • What are your personal standards for success over and beyond your company’s business criteria?

Channel Management Training

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