Distribution Channels: Optimizing Market Penetration
Sales & Marketing · 5 Days · Public · Al-Khobraa certified · From USD 4,500
Overview
Sales and marketing staff and executives who wish to interact more effectively with distribution channels, and optimize product and services market penetration and consumer coverage. In addition, this program is geared toward organizations and companies that are establishing a new market presence and need an in-depth view of the distribution channel business. The program is also designed for channel managers and professionals who want to refresh and develop new techniques when it comes to managing distribution channels.
Learning Objectives
Understand the distribution channel dynamics and how it fits the overall product marketing mix
Assess and select the most strategic value-added partnerships that complement core marketing activities
Define the most effective distribution channel strategies that enhance the go-to-market models
Develop the collaborative distribution channel approaches that provide broader market coverage and consumer reach
Manage and measure the distribution channel effectiveness and delivery capabilities
Understand the distribution channel dynamics and how it fits the overall product marketing mix.
Assess and select the most strategic value-added partnerships that complement core marketing activities.
Define the most effective distribution channel strategies that enhance the go-to-market models.
Develop the collaborative distribution channel approaches that provide broader market coverage and consumer reach.
Manage and measure the distribution channels' effectiveness and delivery capabilities.
Who Should Attend
This course is designed for sales and marketing staff and executives, and other professionals seeking to strengthen their capability in this area.
Sales and marketing staff and executives
Professionals in Marketing Strategy
Sales, marketing and business development staff
Course Outline
Day 1 — Introduction to Distribution Channels
Market Analysis: What Does the Market Want?
What Is Your Go-To-Market Strategy?
Going Back to Basics (The 7 Ps)
Direct versus Indirect Market Coverage
Day 2 — Distribution Channel Selection and Foreseeable Concerns
Key Selection Criteria to Consider
Engaging New Distribution Channels
Risks and Opportunities Associated with Distribution Channels
Business Conflicts Around:
Day 3 — Financial Considerations
Managing Receivables and Credit Terms
Dealing with Margin Discussions
Reducing the Levels of Risk Exposure
Leveraging Warranty and Services Terms and Conditions
Day 4 — Distribution Channel Marketing
Interacting with the Market Dynamics
Distribution Channel Marketing Techniques
How to Best Co-Develop Business
How to Protect the Brand
Day 5 — Managing the Distribution Channel Relationship
The Need for Structured Planning Cycles
The Importance of Training and Education
Managing the Competitive Landscape
Understanding the Legal and Contractual Elements
Accreditation
Al-Khobraa certified. On completion delegates receive an Al-Khobraa certificate of achievement.
What do Al-Khobraa sales and marketing courses cover?
The portfolio covers digital marketing, search engine optimisation (SEO) and social media, brand and product management, marketing strategy and research, B2B and key account selling, sales management, and commercial negotiation — with practical exercises on delegates’ own markets.
Who should attend a sales and marketing course?
These courses suit sales representatives and account managers, sales and commercial managers, marketing officers and brand managers, digital and social media specialists, business development staff, and technical professionals moving into customer-facing roles.
How long are sales and marketing courses, and where are they held?
Most Al-Khobraa sales and marketing courses run over 5 days. The exact duration, dates and city for this course are listed in the dates section on this page. Public sessions run across Saudi Arabia — Riyadh, Jeddah, Al-Khobar, Jubail and Yanbu — as well as regional and international venues, with live virtual classrooms available on request.
What certificate will I receive?
Delegates who complete the course receive an Al-Khobraa certificate of completion, issued by a Saudi-registered training provider. Al-Khobraa also delivers internationally accredited programmes; where a course carries an external awarding body such as PMI, CIPS, ILM or IOSH, that body is named on the course's own page.
Can sales and marketing training be delivered in-house for our team?
Yes. Any Al-Khobraa sales and marketing course can be delivered in-house at your own premises anywhere in Saudi Arabia or the GCC, with the content, dates and language of delivery tailored to your team. Al-Khobraa is an approved HRDF (Hadaf) provider, so eligible Saudi employers can seek training support. Contact us for a quotation.