WHAT DECISIONS do COMPANIES

FACE IN MANAGING THEIR

CHANNELS ?

CHAPTER: 14

Decision Over…….

Selection of Channel Members

For Customers Channels are the Company

Training & Motivating Channel Members

Via Training & Capability Building

Programs

Evaluating Channel Members

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

Underperformer needs to be counseled, retrained, motivated or

terminated!

Modifying Channel Designs & Arrangements

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

channels.

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

years highlights importance of modification !

Global Channel Consideration

Variation in Customer’s shopping instinct creates difficulties &

opportunities.

You got to Adapt to Customers !

DISCLAIMER

Created by

Khushi Sahu,

IIT BHU,during an internship by

Prof. Sameer Mathur, IIM Lucknow.

www.IIMinternship.com