Aim
To explain Channel Management, its importance, its relationship with marketing, as well as how to ensure success in sales, the importance of distribution channels in marketing and sales, the points that need to be considered when selecting channels, and sales organizations.

Content

• What is Marketing and Sales? The importance of the sales function, the differences and the interaction between the sales and marketing functions.
• Distribution Channels: The role and importance of distribution channels in sales and marketing, the types of distribution channel, their advantages, and how to choose the right one.
• Channel Management: How to create a balance between the channels, and the different ways of making use of them.