Overview
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Effectively manage your sales channels. Explore the sales channel landscape and the variables that impact success, and discover how to map out a profitable and effective plan.
Syllabus
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Introduction
- Welcome
- What you should know
- Reviewing the channels
- Market research: Customers and competition
- Current staffing and costs
- Channel strategy: SWOT analysis
- Developing the go forward plan
- Staffing: Hiring the right people
- Sales staff training
- Account visits and visibility
- The necessity of using CRMs
- Working with other departments and teams
- Handling channel conflict
- Customer service needs
- Sales, marketing, staffing costs: ROI
- Forecasting sales
- Key account and channel reviews
- Creating a channel marketing structure
- More product lines or expanding services
- New channels and global opportunities
- Summary
