What is sales channel management?

What is sales channel management?

Definition: The term Channel Management is widely used in sales marketing parlance. It is defined as a process where the company develops various marketing techniques as well as sales strategies to reach the widest possible customer base. The aim is to streamline communication between a business and the customer.

How do you become a channel sales manager?


  1. Strong computer, communication, and presentation skills a prerequisite.
  2. Proven ability to work within and across teams.
  3. International Travel required.
  4. Substantial experience in strategic partner development, channel sales and/or consulting.
  5. Strong communication skills.
  6. Deal maker.

What is channel training?

Channel training refers to the training of a company’s network of channel partners (resellers, authorized support centers, and so on).

How do you develop a channel sales?

Table of Contents

  1. Step 1: Think Marketing (Not Sales) When Recruiting Resellers.
  2. Step 2: Solve Your Resellers’ Challenges First, Then Focus on Their Clients’ Challenges.
  3. Step 3: Don’t Sell a Product — Sell a Platform.
  4. Step 4: Keep the Barriers to Entry Low.
  5. Step 5: Prove that the Economics Work in Channel Sales.

What are the 5 steps of channel management process?

The channel management process contains five steps.

  • Analyze the Consumer. We begin the process of channel management by answering two questions.
  • Establish the Channel Objectives.
  • Specify Distribution Tasks.
  • Evaluate and Select Among Channel Alternatives.
  • Evaluating Channel Member Performance.

What is channel management example?

Pricing: This method involves using channel-based pricing strategies. For instance, a luxury bakery that only sells certain products in upscale areas is an example of pricing as channel management. For example, this could include properly managing logistics, such as product exchanges and returns.

What are the objectives of training of channel members?

Such training not only equips the channel partners with the skills required to perform the selling function but also provides them with the necessary confidence to participate in selling processes.

What is channel management?

Channel management refers to a company’s engagement activities related to selecting, enabling and compensating indirect channel partners. Learn how to build a strategy that supports continued revenue growth.

What is channel management examples?