Management of Distribution & Sales

Course contents
  • Part 1: Management of Distribution Channels: Indirect and direct channels (including distance and electronic channels)
    - Structural alternatives and determinants of the distribution system, channel members: agents and middleman
    - Design of the distribution system: planning process, multi-channel distribution
    - Indirect Distribution: resellers, management of channel partners, international distribution
    - Direct distribution: Overview, features, forms, distant selling, online-shop

    Part 2: Sales Management: Personal selling and management of the sales force
    - Sales organization management: planning, structure, roles,go-to-market models
    - Sales process management: customer buying process & sales cycle
    - Sales approach alignment with customer buying process - evaluate, consider, select, negotiate, purchase & lead to close sales processes
    - Value orientation in sales
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