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LinkedIn Learning

Sales Channel Management

via LinkedIn Learning

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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

Introduction
  • Welcome
  • What you should know
1. Surveying the Marketplace
  • Reviewing the channels
  • Market research: Customers and competition
  • Current staffing and costs
  • Channel strategy: SWOT analysis
2. Managing the Channels and Investment
  • 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
3. The Financials and Reviews
  • Sales, marketing, staffing costs: ROI
  • Forecasting sales
  • Key account and channel reviews
4. Next Steps
  • Creating a channel marketing structure
  • More product lines or expanding services
  • New channels and global opportunities
Conclusion
  • Summary

Taught by

Dean Karrel

Reviews

4.6 rating at LinkedIn Learning based on 675 ratings

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