Download - Channel Management Decisions
![Page 1: Channel Management Decisions](https://reader030.vdocuments.us/reader030/viewer/2022020218/55c65494bb61eb5d628b4693/html5/thumbnails/1.jpg)
Channel Management Decisions
![Page 2: Channel Management Decisions](https://reader030.vdocuments.us/reader030/viewer/2022020218/55c65494bb61eb5d628b4693/html5/thumbnails/2.jpg)
The 4-step model
![Page 3: Channel Management Decisions](https://reader030.vdocuments.us/reader030/viewer/2022020218/55c65494bb61eb5d628b4693/html5/thumbnails/3.jpg)
• Service reputation• Number of years in business• Other lines carried• Growth and profit record
Selecting channel members
![Page 4: Channel Management Decisions](https://reader030.vdocuments.us/reader030/viewer/2022020218/55c65494bb61eb5d628b4693/html5/thumbnails/4.jpg)
Capability-building programs Taking care of intermediaries’ needs Constant communication Profitability
Training and Motivating
![Page 5: Channel Management Decisions](https://reader030.vdocuments.us/reader030/viewer/2022020218/55c65494bb61eb5d628b4693/html5/thumbnails/5.jpg)
• Evaluate performance• Treatment of lost and damaged goods• Sales quota attainment• Counsel, motivate, or terminate the
underperformers
Evaluating channel members
![Page 6: Channel Management Decisions](https://reader030.vdocuments.us/reader030/viewer/2022020218/55c65494bb61eb5d628b4693/html5/thumbnails/6.jpg)
• It is the ability to alter channel members’ behavior.
TYPES:
Channel Power
Coercive Reward Legitimate
Expert Referent
![Page 7: Channel Management Decisions](https://reader030.vdocuments.us/reader030/viewer/2022020218/55c65494bb61eb5d628b4693/html5/thumbnails/7.jpg)
With a change in product life cycle, and the changing nature of competitive markets, CHANNELS EVOLVE
![Page 8: Channel Management Decisions](https://reader030.vdocuments.us/reader030/viewer/2022020218/55c65494bb61eb5d628b4693/html5/thumbnails/8.jpg)
• Review channel design and arrangements• Notice change in buying patterns• New competition• Stage of product in the life cycle
Channel Modification Decisions
![Page 9: Channel Management Decisions](https://reader030.vdocuments.us/reader030/viewer/2022020218/55c65494bb61eb5d628b4693/html5/thumbnails/9.jpg)
The Global Picture
![Page 10: Channel Management Decisions](https://reader030.vdocuments.us/reader030/viewer/2022020218/55c65494bb61eb5d628b4693/html5/thumbnails/10.jpg)
While expanding into the global market:
• Get close to the customers• Acquaint with local laws and customs• Choose channels wisely
![Page 11: Channel Management Decisions](https://reader030.vdocuments.us/reader030/viewer/2022020218/55c65494bb61eb5d628b4693/html5/thumbnails/11.jpg)
Slide No. Reference
2 www.slideshare.net
3 www.jilbee.com
4 maximchik.by
5 www.mpull.com
7 www.pinterest.com
9 www.slideshare.net
10 www.australianexportforum.blogspot.com
References