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Product flow 2. �X�մ- b� ����!��k,������~�s'x���10-�|lR`D:U�m��V:�.~.�N�)08̄L��1i�h�����CW� ��z��)P�EHH� More than 60 percent of companies are collaborating with more channel partners than they were two years ago.2 And 57 percent will increase their number of channel partners next year.3 This channel … ���}�X�c�J�M9�9�r"9�;����ˏ��Oe+焰� g�g��d�a&7䧺�I"�j���N�ky��ف���o�Gǭ�S�MuP�T�;�-�ɗ��:���j�1 V��p�hd�����z*��I5?��g�Ǹ�E�Ns�7u-���L�OV�|&�d]�/ ���=�k�'BG+��uwx����i�Z�au�3O�h!��qՌ���;�����E��Gl(����֤:�k��l���H�a �{�l�:O�~�x�n�T�f��>ZL����t���t�YuR˟_���Σщ[�ڦn���nF���!Đ;m5�oL�&�Pr��'�!b+ꧦ��f|���{�sĺ�FMVO���Y�q3o�^�ٗG琜�E 421 0 obj <> endobj 476 0 obj <>/Filter/FlateDecode/ID[]/Index[421 177]/Info 420 0 R/Length 182/Prev 460973/Root 422 0 R/Size 598/Type/XRef/W[1 3 1]>>stream ��W��� rQq�q�Yf����خ3��L��dHM����������ܗ�dwS+!�c@!�|3�nL����G��Úl���j��b��o'������k Sales & Channel Management We help clients make lasting improvements to the effectiveness of their sales investments and interactions with customers across all channels to drive sales growth. �Z�x[k@9=�V Am3���e ���9�1TC %PDF-1.5 A large number of the partners were small consulting firms that would do little to provide true scale to the sales function. Definition: The term Channel Management is widely used in sales marketing parlance. Businesses that thrive execute one thing very well: sales management. a. width b. depth c. length d. similarity 14. Sales management is an art where the sales executive or the salesperson helps the organization or individual to achieve its objective or buy a product with their skills. �FEm"����|��d�^��p���Ƣ�68���Ɵ\^cP�y�����N�{�>Sw� �)�����ШZEύX.�g�+ AQ� BdY�)ѝ$�j��!Y �#�c��`E�e����u"f��M���/YO'Q$G��$i�)�J�)C)6��� The 5 components of a Channel Management … Explain how Sales Management becomes an integral Part of Marketing Management <> SALES FORCE JOB DESCRIPTIONS . (Semester – I) Examination, 2011 102 : SALES MANAGEMENT (2008 Pattern) Time : 3 Hours Max. Channel strategy must first be established before logistics management should be considered. A great sales rep will understand the importance of co-selling with partners, whether … They identify and focus on their highest-revenue potential partners. %���� Channel Manager . g�g`ތ�c0"�#D�y='� Planning your salesand distribution channels. Z�RҠ84 |zNğ�F@Bq>�!��\�Pz��98C��G�i�w�}�.K���nK����cP�N���-Hi�Z��ށr>���:�:i5 �QGIP�$u,�L�;^y�$�O��'�y��m��/��=e{�d�B8�����.���X��X�W��I��V��]��:����� ���1ֹ �݁��Bdl��ħ}�V���v)�~JY��(���2������@s,�eq��O�@]Zi�HGe��SA� �$�'�"�f{�j�E���T���������"y��\��f�+�U�t=���Zy�����*�3n���j^�D��85�M.E��t��)f>��Q����X�D�� |����(�p��1����2�r�\i:���d��-�#����C �ʑФ݇K[Z,��=.�rNܵgm��iK�'��KO���Ւ)}K5|13l�7��>���:*�r�{t�`/;����/_o�ŷ����ɽ���ɩ�x�ɡ�/��^�r�W;ypW;99u��ɱc�X�L/R=2��\QM��ܺ��Y��^�1_�m�/�m7�m�{G�-s��m�Vm3����$��W�`yt��ߋ��@���֕����5�X!���S�������n_�yr���o)!m�V�U�⍪a�˧�I;>��Ѻ� ��k���Z��\츃z���z�����+MN��ʯV�E뻨�/�O}��]$��e�A���*/����u:��P�����:�b�3�.���S���UHp��lP*]�WK� m����oԫѫ���S�Uv7�:�|W;�� <>>> It firstly develops an understanding of the customer needs to build up channel business … stream 27 FIND CHANNEL PARTNERS 29 Partner Sales Pitch 29 Pitching Big Consumer Retailers 31 Partner On-Boarding Plan 32 CREATE CHANNEL PARTNER MANAGEMENT PLAN 33 Channel Management Areas 34 MINIMIZE CHANNEL PRICING CONFLICT 39 DETERMINE CHANNEL MARKUPS 40 SET CHANNEL PRICING 41 OUTLINE CHANNEL SUPPORT 43 Partner Training Sales … 2) All questions carry equal marks. With respect to a channel of distribution, the number of intermediary levels within the channel indicates the _____ of a channel. Nowadays, a distribution strategy is part of the DNA of many companies and a correct channel management … and many others for sharing so generously about their Sales Representative, Distributor, and VAR businesses, and for their many encouragements. h�b```b``�f`c`�Pbb@ !Vv�E�,�.,l����[�2�?8130�ʐ������A�@��mkg�\h�ӣXs�M=��6�3� � .s-r.Nf��z����g�Y�ɦ�}e�X����dc������ug�`6�?7w��ݍ��&)إ�WH���Sh���5���gm>�3�x��p������=��"�[�Rwg��k�k��l��H��-w��x&gkt�{r�Ye��B���*1?�67H]�c�9ɤ(7)us1��L�����9v%'3��LQؙ��s�RUK[�9�L��$�������b600��C����:�6��*K�0�! A special thanks to Bob Dietz, founder of the … 1 0 obj For example, developing plans to … Logistic management is a subsidiary of channel management. Understand how channel management and retailing can improve performance in your business. With our sales management training, your channel sales team will learn channel sales best practices and channel selling strategies that lead to channel sales … [4088] – 102 P.G.D.M.M. to develop its channel strategy such as Capgemini Consulting’s Channel Management Strategic Framework. <> degree of Channel Management. �%l���Pl"�QS\�O���6*��S�O�P�a(��= 2 0 obj 1. www.salesmanagement.org ©2008 The Sales Management Association. … Our approach to sales … Working with channels is certainly a sales function, but every sales leader needs to understand the differences between managing his or her own sales teams and managing channel partners.During my 15 years at Cisco, I designed its channel program and led worldwide channel and partner strategy, experiencing firsthand the challenges and nuances of channel sales.