Sales Force Productivity Conference

23-25 October 2019 | Atlanta | Ritz-Carlton Atlanta

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COURSE- Strategic Channel Management

1:15 p.m. to 3:30 p.m.

WED 23 Oct

 

session information

An explosion of new sales channel is creating new alternatives for buyers, but also increasing channel conflict and volatility for sellers. Channel conflict can quickly erode the sales force’s carefully crafted value propositions, while undermining profitable revenue growth. Worse yet, unauthorized resellers’ activities can destroy brand equity and firm reputation — generating disaffected customers and bad online reviews — while alienating authorized channel partners.

These issues aren’t new to large consumer brands. But now every distribution intensive business-to-business sales organizations will face these issues, if they’ve not already. Confronting unauthorized, sometimes anonymous, third parties marketing their goods in competition with trusted partners, most will be unprepared to fight in channels they previously found easy to manage.

This short course examines the impact of channel conflict on business-to-business sales organizations, reviews principles of sound channel management and design, and presents strategies for resolving channel management challenges for sales management. It includes case study examples of successful tactics, and insight into implementing effective MAP programs across offline and online channels.

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Hotel Info

The Ritz-Carlton Atlanta
181 Peachtree Street NE
Atlanta, Georgia 30303 

Tel. +1 (404) 659-0400

Hotel Info

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