Creating Your Distribution Strategy

    Target Audience

    The Creating Your Distribution Strategy course is targeted towards:

    • Owners of SMEs
    • Marketing managers and marketing staff in SMEs
    • Other managers in SMEs
    Depending on their positions, the target participants need to attend this course in order to learn how to make the right marketing decisions in their business.
    Course Objectives
    After attending this course, participants are expected to be able to:
    • Identify the factors that determine a product's price.
    • Describe basic pricing strategies.
    • Explain different ways to adjust a price and give examples of when it is appropriate to apply each strategy.
    • List some reasons for adjusting a price and the potential reaction of related parties
    Content
    • Introduction to the workshop
    • Session 1: What role does distribution play?
      • What is a distribution channel?
      • Roles of a distribution channel
      • Functions of a distribution channel
    • Session 2: How to design a logical distribution channel?
      • Analyze the customers' service needs
      • Establish the distribution channel objectives
      • Select a distribution option
      • Assess the distribution option
    • Session 3: Way to select and sign contracts with distribution partners
      • Criteria for selecting distributors
      • The terms of contract for distributors
      • Sales coverage
      • Experience in building distribution channels
    • Session 4: How to manage partners in a distribution channel?
      • Training distributors
      • Motivating distributors
      • Assessing distributors
      • Managing conflicts in the distribution channel
    • Session 5: How to modify a distribution channel effectively?
      • Change the organizational structure of the distribution channel
      • Build a mixed distribution system
    • Concluding remarks, action planning and wrap-up
    Course Duration

    1.5 days (10.5 hours)


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