Executive Education

Marketing & Sales  >  Distribution Channel Management

Distribution Channel Management: Bridging the Sales and Marketing Divide
(Formerly Market Access Strategies: Leveraging Your Channels of Distribution)

Managers frequently complain about a lack of communication between their marketing and sales executives, as well as a resulting lack of consistency in execution of a marketing or sales plan. This problem often results from a poorly designed or implemented distribution channel strategy. A well-designed distribution channel strategy takes into account the linkages between both the salespeople's activities with channel partners and the marketing managers' efforts to better reach and serve end-users.

The Distribution Channel Management course builds a coherent framework uniting marketing and sales efforts, as well as offering practical tools for use in diagnosing and treating challenges in the design, implementation, and/or support of a company's distribution channel structure and strategy. 

This program addresses the needs of consumer goods and services companies wishing to optimize relationships with wholesalers and retailers; business-to-business firms working through independent distributors and sales representative firms; retailers seeking to improve efficiency in an increasingly competitive marketplace; and intermediaries seeking to preserve their role in an increasingly fluid channel structure.

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Format
The program will blend discussions, case studies, and exercises that engage participants in active learning. In addition, each participant will receive a copy of the 7th edition of Marketing Channels, the leading book on the topic, and a comprehensive set of program materials for future reference.

Who Should Attend
Find out who should attend Market Access Strategies, and what past participants have said about the course.