This course will address the guidelines of defining, planning, managing effective channels of distribution. In addition, suggestions on how to get the most out of supplier relationships will be covered. 

Marketing Channels and Selection

• Marketing channels - a definition

• Rationale for distributors

• Typical marketing channels

• Channel institutions particular to selected flows

• Distribution channels

• Steps in selection of channels of distribution

Channel Management

• The channel as a processing subsystem within the environment

• Marketing flows in channels

• A framework for understanding channel management

• Channel management

• Distributor performance evaluation: another helpful point of view

Managing the Relationship with the Supplier

• Mastering marketing fundamentals

• Market channels expect and need good supplier performance

• Five key questions about your competition

• A guide to a manufacturer's performance

The Marketing Plan

• Steps in the channel planning process

• Steps in the coordinative process

• A framework for channel leadership and control

• The channel marketing action plan

• The sales action plan

• Channel motivation, training and communication

• Sales and distribution programs

• Getting your sales force to sell more

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