Profile
This course is structured into three main Learning Units (LUs), each designed to equip you with the necessary skills and knowledge to excel in managing sales channels and partnerships effectively.
In LU1, "IT Sales Channels and Partners," you'll delve into assessing distribution modes and online channels, understanding the nuances of direct, indirect, and hybrid channels. You'll learn about the IT distribution value chain, the role of stakeholders, and how to evaluate online channels and partners to align with your business objectives.
Moving to LU2, "Partner Performance and Relationship Management," the focus shifts to measuring and managing channel partner performance. You'll explore key performance indicators, benchmarking, and analytical tools to assess partner contributions. This unit also covers relationship management strategies, including setting sales targets, managing performance feedback, and resolving conflicts to maintain healthy partnerships.
LU3, "Developing Channels and Partnerships," addresses managing overall channel performance, including tracking consumer sales patterns and managing e-commerce. You'll learn how to coordinate new product launches with preferred partners, enhancing collaboration and innovation. Finally, developing and sustaining partner relationships is emphasized, with strategies for ongoing communication, feedback, and strategic growth.
This course is designed for those looking to deepen their understanding of sales channel management within the IT industry, offering practical insights and strategies for optimizing channel performance and partner relationships.
What You'll Learn
This course equips participants with knowledge to evaluate distribution modes and online channels for increased sales. Learners will develop skills in assessing and engaging channel partners, measuring performance, managing relationships, and coordinating product launches.
The curriculum emphasizes enhancing collaboration, making data-driven decisions, and fostering sustainable partnerships for long-term growth.
Participants will learn to manage overall sales channel performance, ensuring all components contribute to success. The course ultimately helps learners plan for enduring business growth through effective sales channel management.
Learning Outcomes:
LO1: Select appropriate distribution modes, online channels and channel partners for business objectives
LO2: Prepare channel partner engagement plans that include specific objectives, communication strategies, and performance standards
LO3: Interpret channel partner performance indicators to discover trends, opportunities and areas of improvement
LO4: Prepare a report on channel partner relationships and channel performance, including key metrics, trends, and insights suitable for management decision-making
LO5: Prepare a channel performance report that demonstrates an understanding of overall channel performance, including key performance indicators, trends, and recommendations for improvement
LO6: Write a detailed product and service launch plan for preferred channel partners, including timelines, resource requirements, and success criteria
LO7: Write a standardized procedure document for maintaining ongoing partner relationships, including best practices, responsibilities, and conflict resolution
Minimum Entry Requirement
- 21 years and above
- At least one month work experience in a sales capacity
- Speak, write, listen and read English at a proficiency level not lower than the Workplace Literacy (WPL) Level 6, and at a Workplace Numeracy Level 5
- At least a diploma or equivalent