Build High-Performing Sales Channels (Synchronous e-learning)
About This Course
This course is a comprehensive course designed for professionals aiming to master effective sales channel development, evaluation, and management. Structured into three Learning Units (LUs), it covers essential competencies for successful sales channel implementation.
LU1: Market Analysis and Channel Evaluation teaches participants to assess market trends and conduct SWOT analyses to identify strategic opportunities. It emphasizes evaluating channels' market potential and developing targeted distribution strategies to maximize sales.
LU2: Selecting Distribution Partners and Setting Channel Guidelines focuses on strategic selection of distribution partners and formulating sales channel guidelines. Learners explore the IT channel partnership landscape, assessing various distribution channels' pros and cons. This unit guides through creating a channel management strategy and selecting optimal channels and partners.
LU3: Managing Sales Channels addresses operational aspects of sales channel management, particularly online channels. It covers digital marketing, technology platforms, customer experience, and inventory management. Participants will learn to optimize online sales processes and leverage analytics for performance improvements.
Additionally, the course includes designing channel performance management systems, with a focus on developing performance tracking systems and incentive programs to optimize sales channel performance.
This course offers a blend of theoretical knowledge and practical applications, providing a roadmap for enhancing sales channel strategies for improved market reach and profitability.
What You'll Learn
The course equips participants with the skills to scrutinize various sales channels, employing cost-benefit analysis and risk assessment to ensure strategic channel selection.
It also provides participants with the methods for evaluating and endorsing the most suitable distribution partnerships, tailored to enhance business growth and market reach. Participants will also learn to establish comprehensive sales channel guidelines, setting a solid foundation for channel operations and relationships.
A significant focus is placed on managing online channels, a pivotal component in today's digital-driven market, providing strategies for effective online sales and presence.
Finally, the course introduces the creation of robust channel performance management systems, enabling participants to monitor, analyze, and optimize channel performance for maximum efficiency and profitability.
This curriculum is designed to furnish learners with the essential tools and insights for developing and managing high-performing sales channels.
Learning Outcomes (LOs)
LO1: Analyse market potential and sales opportunities for an organisation using market analysis techniques
LO2: Evaluate the appropriateness of channels for an organisation using cost-benefit analysis and risk assessment techniques
LO3: Compare and recommend optimal distribution partnerships for an organisation based on a channel management strategy
LO4: Devise sales channel guidelines using an organisation’s communication guidelines
LO5: Document an e-commerce strategy which coordinates channel partners and employs analytics to optimize online sales channels
LO6: Devise a channel performance management system based on organisational goals and guidelines
Entry Requirements
- 21 years and above
- At least one month work experience in a sales capacity
- Speak, write, listen and read English at a proficiency level not lower than the Workplace Literacy (WPL) Level 6, and at a Workplace Numeracy Level 5
- At least a diploma or equivalent