• Dates
    Jan 20 - Jan 22, 2023
  • Duration
    3 days
  • Fees
    INR 1,15,000 + Taxes
  • Format
    On Campus
  • Apply Now
Download Brochure


Customer sales and distribution channel management in any organisation require a dual approach. Sales leaders must focus on serving existing relationships as well as navigating new and emerging avenues of distribution to keep up with the market demands.

Whether to sell directly to a customer, retailer, or through a distribution network or enabling the salesforce with the right combination of sales strategies, sales leaders need to identify growth opportunities and align resources against them.  

The Managing Sales Teams and Distribution Channels programme will help sales leaders decode the sales process, provide actionable insights on managing the salesforce and roll out an effective distribution strategy to suit the needs of your business. 

Key Takeaways

  • Understand the diverse needs of your customers
  • Identify the key driver of your business sales
  • Deep dive into the benefits of relationship selling
  • Aim to construct a creative salesforce and enable them to achieve the best outcomes
  • Understand the difference between value creation and value appropriation
  • Integrate your sales and marketing strategies to ensure a concerted sales effort

Who Should Attend

The programme has been specially curated for:

  • Mid to senior-level managers with more than ten years of experience who are directly responsible for their organisation’s business and go-to-market strategy
  • Regional sales and channel managers, key account managers directly responsible for rolling out effective sales and distribution strategies.
  • Senior sales strategy executives who play a significant role in carving the business strategy for the sales channels
  • Human resources managers from mid-large sized organisations, company owners, start-up founders, and entrepreneurs will also benefit from the programme
  • Marketing and operations managers who directly or indirectly manage revenues and channel partners

Learning Experience

ISB Executive Education programmes are replete with distinctive teaching methodologies and an intense and challenging learning environment that pushes participants’ learning horizons beyond their pre-existing beliefs. Through lectures from distinguished faculty, local and global case studies, business simulations, and group discussions with extraordinary peers from a broad range of industries, regions, and functions, you will be equipped with the strategies, tools and insights required to transform your thinking and achieve ambitious business objectives. You will return to your organisation, fully ready to apply what you have learned. You will also take with you a rich network of relationships that will enrich your personal and professional lives long after you complete the programme.


This programme will be delivered via live virtual sessions and conclude with a campus immersion.

Experience learning in state-of-the-art classrooms and campus facilities designed to create an environment conducive to sparking self-reflection, innovation, and collaboration.

Admission Criteria and Selection

We admit candidates to upcoming sessions on a rolling, space-available basis, and encourage you to apply as early as possible to secure your seat in the programme. 

Programme content, dates, schedule, fees, delivery platforms, and faculty are subject to change. Programme fee includes food and accommodation at the ISB campus or at an equivalent facility based on availability.

The programme spans three weeks of highly interactive sessions to explore the dynamics of sales and distribution channel management in a rapidly evolving consumer-driven world.

Learn from hands-on exercises, and case studies that will help you put theory into action.

Module 1: Decode the Sales Process

  • Debate on why relationship selling still matters
  • Revisit the science of organisational buying
  • Explore the aspects of sales-service ambidexterity 

ISB Executive Education programmes are conceptualised and taught by globally renowned faculty who are leading academicians, researchers, and accomplished industry practitioners. Through their advanced research and industry consulting experience, you will learn real-world skills that will help you solve complex business challenges in your organisation.


Raj Agnihotri

Visiting Faculty, ISB Mary Warner Fellow and Founding Director of the Ivy Sales Forum, Iowa State University

ISB Certificate

After successful completion of this programme, you will be awarded an ISB Executive Education Certificate, formal recognition of your professional development.


ISB Executive Network

On successful completion of this programme, you will be a part of the ISB Executive Network, a vast community of senior executives and entrepreneurs across the globe.

The benefits of the ISB Executive Network include:

  • Access to ISB Executive Network LinkedIn Group
  • Access to support e-mail ID
  • 10% discount on open executive education programmes
  • Newsletters

Download Brochure

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