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.
The programme has been specially curated for:
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.
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.
During the campus immersion, the faculty will summarise the learnings and observations made during the programme. Participants will be divided into small groups to collaborate and discuss the key takeaways from case studies in the previous module and present their solutions.
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.
Visiting Faculty, ISB Mary Warner Fellow and Founding Director of the Ivy Sales Forum, Iowa State University
After successful completion of this programme, you will be awarded an ISB Executive Education Certificate, formal recognition of your professional development.
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:
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