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A Selling Skill and Sales Management Programme: Designing Effective Distribution Channels

By: Tom Associates Training  

Lagos State, Nigeria

02 - 04 Sep, 2020  3 days

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NGN 130,000

Venue: 5/7 Alade Lawal Street, Opposite Divisional Police Station, Off Ikorodu Road, Anthony, Lagos

This a Selling Skill and Sales Management Programme: Designing Effective Distribution Channels will discuss the following:

Day One

Analysing Customer Needs

  • Choosing the Target Customers
  • What the Targeted Customers truly want through the channels
  • Possibility/practicality of the customer wants
  • How competitors meet customer needs.

Setting Channel Objectives and Constraints

  • Market segment to serve
  • Level of service that can be made available
  • Choice of channel members
  • Legal and environment constraints.

Defining Major Channel Alternatives

  • Wholesalers
  • Distributors
  • Retail/Stores
  • Direct channel
  • Online

Evaluating those Alternatives

  • Economical distribution considerations
  • Number of marketing intermediaries
  • Defined responsibilities.

Day Two

Selection of Channel Partners

  • Nature and length of experiences
  • Other stocked lines
  • Location
  • Financial viability
  • Character
  • Sales force

Intermediation

  • Exclusive distribution
  • Selective distribution
  • Intensive distribution
  • Optimal number for control purposes
  • Minimizing conflicts

Policy Agreements with Channels

  • Sales policy
  • Pricing and Profitability policy
  • Territory policy
  • Service policy
  • Promotions policy
  • Controls policy
  • Flexibility policy

Day Three

Channel Reputation and Performance

  • Sales target attainment
  • Inventory levels
  • Delivery response levels
  • Damaged and lost goods
  • Cooperation with pricing and promotions
  • Responsiveness to changes in market conditions
5/7 Alade Lawal Street, Opposite Divisional Police Station, Off Ikorodu Road, Anthony, Lagos Sep 02 - 04 Sep, 2020

Registration: 08:30:am - 09:00:am

Class Session: 09:00:am - 04:00:am

NGN 130,000.00(Vat Inclusive)
(Convert Currency)

Mr Abiodun Toki 08033019120

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