Question 1

Topics Covered

Accepted Answer

Functions performed and rationale for distribution channels
Factors affecting channel decisions
Major channel participants and their business models
Developing an omnichannel strategy for products and services
Designing and implementing an omnichannel distribution network
Managing multi and omnichannel distribution systems
Managing channel conflicts
Managing channel performance using analytics

Question 2

At the end of the workshop, a participant should be able to answer the following questions"

Accepted Answer

How should one choose between omnichannel, multichannel or single-channel structures?
How can customer purchase journeys be mapped for channel insights?
How can effective and efficient distribution channels be designed?
How can the performance of a distribution channel be measured?
How can the right channel partners be chosen?
How can channel partners be motivated and managed on an ongoing basis?
How can channel conflicts be mitigated, and if they arise, how can they be resolved?
How can channel-related data be analysed to gain actionable insights?

Question 3

Who is this course suitable for

Accepted Answer

Graduates and post graduate students with basic marketing knowledge and second-year MBA students
Working executives who have a basic understanding of marketing concepts.

Question 4

Roles for which this workshop will prepare you for

Accepted Answer

Most positions in marketing and sales in consumer goods companies and enterprises
Roles in B2B companies that use channels
Roles in service companies that rely on channels
Ilustrative designations: Area Sales Manager, Brand Manager, Product Manager, Category Manager, Merchandising Manager, Sales Manager, Channel Manager

Question 5

What you can expect if you enrol in this workshop

Accepted Answer

Access to 15 hours of live classes including 1-2 sessions by industry experts
Access to one free 30-minute mentoring session with Prof Sreeram
Access to selected notes and references to other reading materials
Five participants will get an opportunity to work on a live company project
Free enrolment in Prof Sreeram’s workshop on Life Planning