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Sales Channel Management

Video Introducing this tutorial


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