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BiPM ENCYCLOPEDIA →
Functional Management →
SECTION - Sales & Distribution →
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CHAPTER - Sales Channel Management
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Companies have made history by tapping channels effectively. Sales channel can be termed as the biggest contributor to the inherent value of a company.
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Topics
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Sales Channel management is to maximize the performance of sales channels to achieve objectives around sales and distribution.
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This pages provides the typical Strengths, Weakness, Opportunities and Threats.
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Sales Channel Acquisition is a longer term commitment (Direct and Indirect Channel)
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This page lists out specific trainings which a sales person will go through. Training is a on-going process and typically a new sales person, will cover this portfolio of training over a period of time and thereafter will go through a refresher learning on frequent basis.
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Once you have acquired a sales channel/force/staff, and trained them, the question is on how to retain the high performing and high potential talent. Different companies have different views on sales staff retention.
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Maximizing Productivity in Sales Channel is a sure way to provide greater band-width to Sales Channel in pursuing their main purpose- to make and close sale.
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Sales channel management can be fairly tricky in terms of data quality, because the systems keeping the sales channel data range from the core systems to field systems.
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A sales channel management system is considered being part of the core systems in a company. There are very few sales channel management systems which include all aspects of sales channel management, and it may be a combination of systems,
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All Chapters in "Sales & Distribution." Section
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