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

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?

Graduates and post graduate students with basic marketing knowledge and second-year MBA students

Working executives who have a basic understanding of marketing concepts.

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

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