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WHAT DECISIONS do COMPANIES FACE IN MANAGING THEIR CHANNELS ? CHAPTER: 14

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Page 1: What decisions companies face in managing their channels ? Chapter -14

WHAT DECISIONS do COMPANIES

FACE IN MANAGING THEIR

CHANNELS ?

CHAPTER: 14

Page 2: What decisions companies face in managing their channels ? Chapter -14

Decision Over…….

Page 3: What decisions companies face in managing their channels ? Chapter -14

Selection of Channel Members

For Customers Channels are the Company

Page 4: What decisions companies face in managing their channels ? Chapter -14

Training & Motivating Channel Members

Via Training & Capability Building

Programs

Page 5: What decisions companies face in managing their channels ? Chapter -14

Evaluating Channel Members

As per Sales Quota Achievement Customer Delivery Time Cooperation in Promotional Program

Page 6: What decisions companies face in managing their channels ? Chapter -14

Underperformer needs to be counseled, retrained, motivated or

terminated!

Page 7: What decisions companies face in managing their channels ? Chapter -14

Modifying Channel Designs & Arrangements

Early buyers may pay high-value added channels, later buyers will switch to lower cost

channels.

Page 8: What decisions companies face in managing their channels ? Chapter -14

Dell’s customized desktop boomed in the beginning but it’s failure after a few

years highlights importance of modification !

Page 9: What decisions companies face in managing their channels ? Chapter -14

Global Channel Consideration

Variation in Customer’s shopping instinct creates difficulties &

opportunities.

Page 10: What decisions companies face in managing their channels ? Chapter -14

You got to Adapt to Customers !

Page 11: What decisions companies face in managing their channels ? Chapter -14
Page 12: What decisions companies face in managing their channels ? Chapter -14

DISCLAIMER

Created by

Khushi Sahu,

IIT BHU,during an internship by

Prof. Sameer Mathur, IIM Lucknow.

www.IIMinternship.com

http://www.iiminternship.com/

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