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Channel Management Decisions Companies Must Make

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Sameer Mathur
Sameer Mathur

This presentation deals with various decisions faced by companies in managing their channels.

Marketing
1  sur  12
WHAT DECISIONS do COMPANIES FACE IN MANAGING THEIR CHANNELS ? CHAPTER: 14
Decision Over…….
Selection of Channel Members For Customers Channels are the Company
Training & Motivating Channel Members Via Training & Capability Building Programs
Evaluating Channel Members As per Sales Quota Achievement Customer Delivery Time Cooperation in Promotional Program
Underperformer needs to be counseled, retrained, motivated or terminated !
Modifying Channel Designs & Arrangements Early buyers may pay high-value added channels, later buyers will switch to lower cost channels.
Dell’s customized desktop boomed in the beginning but it’s failure after a few years highlights importance of modification !
Global Channel Consideration Variation in Customer’s shopping instinct creates difficulties & opportunities.
You got to Adapt to Customers !
DISCLAIMER Created by Khushi Sahu, IIT BHU,during an internship by Prof. Sameer Mathur, IIM Lucknow. www.IIMinternship.com

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