1. Channels Management of Logistics

2. Channel Management-Key Decisions
Formulating Channel Strategy
Designing the Channel Structure
Selecting the Channel Members
Motivating the Channel Members
Coordinating the Channel Strategy with the Marketing Mix
Evaluating Channel Members Performance

3. 1.Formulating Channel Strategy
The most crucial aspect is the choice of the level of service by which an enterprise might seek to secure competitive advantage.
The importance of channel strategy is likely to depend upon the existence of one or more conditions:-

4. 1. Target markets demand a strong emphasis on distribution. 2
1.Target markets demand a strong emphasis on distribution. 2.Competitive parity exists in other marketing mix variables, with the need for channel strategy to provide some differential advantage. 3. Competitive vulnerability exists because of the distribution neglect. 4. Opportunities for synergy exists through channel strategy.

5. 2.Designing a Channel Structure
Can we effect distribution better than the intermediaries at an equivalent cost?
Can we effect distribution as well as intermediaries at a lower cost?

6. 3.Selecting a Channel Members
Consideration need to be given to-
Economic criteria
Control criteria
Adaptive criteria
End user considerations
Product characteristics
Manufacturer’s capability and resources

7. 4.Training the Channel Members
Those who will seek mentoring.
Training- It is the process providing the intermediaries with the specific skill for performing their task better and helping them to correct deficiencies in their sales performances.
Training programmes create a Win-Win situations for both individuals and organizations.

8. Phases of Developing and Conducting Training
Successful program consist of 4 phases-
Training Assessment
Program design
Reinforcement
Evaluation

9. Phases of Developing and Conducting Training
Establish Program Objectives
Identify who should be trained
Training Assessment
Identify Training Needs and Specific Goals
How much training is needed?

10. Objectives of Training Program
Increased Sales Productivity
Improved Self Management
Lower Turnover
Sales Training Program Objectives
Improved Customer Relation
Higher Morale
Improved Communication

11. P R O G A M D E S I N
Who should do the training?
Where should training be done?
Content of training
Teaching methods used in training program

12. WHAT SHOULD THE CONTENT OF THE TRAINING BE ?
Attitude towards selling and toward training.
Knowledge of the company
Product knowledge and applications
Knowledge of customers
Knowledge of business principles
Selling skills
Relationship-Building Skills