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Channel Management


Course Outline

Selecting the most appropriate distribution/reseller/value-add channels, and motivating channel partners, are key factors in selling profitably through third parties. It is essential for any organisation involved in selecting and managing channel partners to know how to build and manage effective working relationships – that build trust, add value and avoid conflict. You’ll learn how to achieve all this on our course.

management channels


You’ll be ready to adopt a more structured approach to organising channel sales and marketing, and be better positioned to build a disciplined relationship with your channel partners.

Using the latest management thinking, and through developing a structured channel marketing plan and strategy, you’ll make changes in your business that will see you increase sales and profit performance, and enhance collaboration with your channel partners. You’ll also have matched your present role against the latest channel management thinking and that of world-class organisations.


Managers and staff involved in channel planning, channel account management & those who are involved in the selection, motivation, evaluation and management of channel partners.


Identify key trends, opportunities, challenges involved in channel development.

Recognise the benefits of adopting a sales & marketing process to channel partners.

Handle joint selling & marketing approaches.

Understand the differing & emerging types of channel.

Use developments in supply chain management for mutual benefit.

Determine selection criteria for channel partners using templates.

Motivational programmes & techniques for channel partners and their staff.

Develop and agree clear account plans for partners.

Evaluation using reporting and feedback standards.

Agree and assess the performance criteria for channel partners.

Setting ground rules and disciplines for your channel partner relationships.

Downloadable Resources

Course Outline

How to take this course

In-company Training

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