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  • Factors Influencing Selection of Channel Member: DSK Kumar 18PGP226 Ainesh Kudadah 18PGP227

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    The document discusses factors influencing the selection of channel members. It outlines three key parts of the selection process: [1] searching for potential channel members through various trade sources, inquiries, and advertising; [2] applying selection criteria to qualify candidates based on their size, sales strength, product lines, reputation, and market coverage; [3] securing the final channel members by offering a good product line, advertising support, management assistance, and fair dealing policies. The overall goal is to find strong channel members who can efficiently perform distribution tasks to implement the company's channel strategy.

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    The document discusses factors influencing the selection of channel members. It outlines three key parts of the selection process: [1] searching for potential channel members through various trade sources, inquiries, and advertising; [2] applying selection criteria to qualify candidates based on their size, sales strength, product lines, reputation, and market coverage; [3] securing the final channel members by offering a good product line, advertising support, management assistance, and fair dealing policies. The overall goal is to find strong channel members who can efficiently perform distribution tasks to implement the company's channel strategy.

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    © All Rights Reserved
    Download as PPTX, PDF, TXT or read online from Scribd
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    39 views7 pages

    Factors Influencing Selection of Channel Member: DSK Kumar 18PGP226 Ainesh Kudadah 18PGP227

    Uploaded by

    swathi kiran kumar DODDI
    The document discusses factors influencing the selection of channel members. It outlines three key parts of the selection process: [1] searching for potential channel members through various trade sources, inquiries, and advertising; [2] applying selection criteria to qualify candidates based on their size, sales strength, product lines, reputation, and market coverage; [3] securing the final channel members by offering a good product line, advertising support, management assistance, and fair dealing policies. The overall goal is to find strong channel members who can efficiently perform distribution tasks to implement the company's channel strategy.

    Copyright:

    © All Rights Reserved
    Download as PPTX, PDF, TXT or read online from Scribd
    Flag for inappropriate content
    of 7

    Factors Influencing Selection of Channel Member

    DSK Kumar 18PGP226 Ainesh Kudadah 18PGP227


    1
    Selection of Channel Members

     The most important factor is to find strong channel members.

    WHY?

     So that, they can efficiently perform the distribution tasks necessary to implement the
    channel strategy.
    2
    Channel Member Selection

    Selection Process (Search)

    Applying Selection Criteria (Qualification / Screening)

    Securing the Channel Members (Choice)


    Selection Process
    3
    • Salespeople are the best positioned to know about potential
    Field Sales Organization intermediaries

    • Trade associations, Trade publications like, Industrial


    Trade Sources Distribution magazine, The Verified Directory of Manufacturers’
    Representative

    • Direct inquiries from intermediaries interested in handling their


    Reseller Inquires product

    • Willing to give frank opinions about the intermediaries who call


    Customers on them

    • Trade magazine advertising


    Advertising

    • Annual conventions hold by Wholesale and retail trade


    Trade Shows associations

    • Chambers of commerce, banks, & local real estate dealers,


    Others Contacts from previous applications, Independent consultations
    Credential &
    Financial 4
    Condition
    Sales
    Size
    Strength

    Product
    Attitude
    Lines

    Selection
    Management
    Criteria
    Reputation
    Ability

    Management Market
    Succession Coverage

    Sales
    Performance
    5

    Good, profitable product line

    Advertising & promotional support


    Securing The
    Channel Members
    Management assistance

    Fair dealing policies & Friendly


    relationships
    Thank You

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