TAILIEUCHUNG - Lecture Sales and distribution management: Chapter 13 - Krishna K Havaldar, Vasant M Cavale

Chapter 13, channel management. After studying this chapter you will be able: Understand how and why channel conflicts occur, look at ways of managing conflict, channel practices followed to resolve conflicts, principles of channel management, various parameters on channel policy, way in which services use marketing channels. | Chapter 13 Channel Management SDM- Ch 13 Tata McGraw Hill Publishing Learning Objectives Understand how and why channel conflicts occur Look at ways of managing conflict Channel practices followed to resolve conflicts Principles of channel management Various parameters on channel policy Way in which services use marketing channels SDM- Ch 13 Tata McGraw Hill Publishing Channel Management Is in three broad phases: Use of power bases Identifying and resolving channel conflicts Channel co-ordination Use of power . SDM- Ch 13 Tata McGraw Hill Publishing Use of Power Bases Channel system has a set of players: Not equally motivated to implement the ideal channel design Whose expectations from the system differ Use of the 5 power bases brings diverse channel partners in line for effective implementation 5 power bases are: reward, coercion, legitimate, expert and referent (French & Raven) Two more power bases in the Indian context are support and competition SDM- Ch 13 Tata .

• Quản trị kinh doanh
• Distribution management
• Sales management
• Supply chain management
• Channel institutions
• Channel management
• Channel management
• Sales process
• Personal selling
• Strategic planning
• Strategic marketing
• Sales territories
• Designing sales territories
• Sales organisations
• Sales training
• Compensation plan
• Controlling the salesforce
• Marketing mix
• Channel structure
• Marketing channels
• Retail performance
• Delivering value
• Designing channel systems
• Channel information systems
• Market logistics
• International sales