Effective Channel Management Seminar # 5590

Expand channel partner options…replace outdated strategies…expand penetration…boost sales and profits!

Can using proven channel management techniques—and progressive strategies that adapt them to marketplace realities—help your company meet its goals? Yes! It’s all a matter of building and managing stronger working relationships with your channel partners. Learn how to successfully navigate channel management decision making in today's dynamic environment.

How You Will Benefit

• Choose the right channel partner for your market needs
• Effectively negotiate inventory commitments with your channel partners
• Define and implement a new partner “start-up” action plan
• Develop advisory councils and training efforts to get your sales force, manufacturers’ agents and distributors to work together
• Determine how many channels/tiers of distribution you really need
• Legally manage issues about exclusivity, restrictions of competing lines and pricing 
• Describe key elements to be included in contracts and agreements
• Determine your channel partners’ Value Pyramid
• Design effective reward and recognition programs

What You Will Cover

• Trends in channel management and the effect on decision making
•  Roles and responsibilities of channel partners
• Complexity and business issues of being a channel partner
• Creating targeted reward and recognition programs based on channel partner performance 
• Key training and motivation technicques to increase market position and enhance profitability
• Analyzing the importance of clear policies and procedures used in channel partner management
• Tools for channel partner evaluation and performance measurement

Who Should Attend

Vice presidents and directors of sales and marketing, as well national, regional, district and area sales, product managers and others with channel management responsibilities.

Additional Information

• Extended Seminar Description
• Faculty Info
• Seminar Hours
• Travel and Accommodations
• Cancellation Policy
• Federal Government Employee Discounts
• On-Site Delivery

Registration Fee

2 days / 1.2 CEUs
Nonmembers $1,995 / AMA Members $1,795 / GSA $1,537

Schedule

We have 1 scheduled session located nationwide starting between December 11, 2008 and December 11, 2008.

• Call 1-877-566-9441 for an AMA Training Consultant.
• E-mail customerservice@amanet.org
• Fax AMA Text Registration Form
• Mail AMA Text Registration Form