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Sales Channel Management

By: Dean Karrel

Duration: 1h 11m

Released: Apr 24, 2017


When you’re developing a distribution plan for your product or service, sales channel management is a critical part of the overall strategy. In this course, sales coach Dean Karrel explains how to effectively manage your sales channels. He discusses the sales channel landscape and the variables that impact success, and shows how to map out a profitable and effective plan. Dan covers everything from surveying the marketplace to handling channel conflict. He also covers weighing costs versus revenue, forecasting sales, and conducting reviews of key accounts and channels. To wrap up, Dean walks through creating a channel marketing structure and uncovering opportunities to expand products or services.

Topics include:

  • Surveying the marketplace
  • Reviewing channels
  • Managing channels and investments
  • Developing a go forward plan
  • Working with other departments and teams
  • Handling channel conflict
  • Forecasting sales
  • Creating a channel marketing structure


  • Introduction
  • 1. Surveying the Marketplace
  • 2. Managing the Channels and Investment
  • 3. The Financials and Reviews
  • 4. Next Steps
  • Conclusion

About the Instructor:

Dean Karrel is an expert in executive coaching, career mentoring, sales training, and leadership development.

Dean has been in sales management and leadership positions for over three decades with some major global publishing companies. Most recently, he was senior vice president of sales of John Wiley & Sons based in Hoboken, New Jersey. His sales teams were focused on direct sales to major retailers such as Amazon, Barnes & Noble, Costco, and other national chains, along with initiatives aimed at B2B and B2C sales. Dean now has his own consulting business providing sales training programs along with career and executive coaching (www.theskyridgegroup.com). In addition, he is a Certified Professional Career Coach. Dean is the author of Mastering the Basics: Simple Lessons for Achieving Success in Business.

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Salepage: https://www.linkedin.com/learning/sales-channel-management
Archive: https://web.archive.org/web/20170516010832/https://www.lynda.com/Business-Skills-tutorials/Sales-Channel-Management/560125-2.html

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Unlock your full potential with Dean Karrel – Sales Channel Management courses. Our meticulously designed courses are intended to help you excel in your chosen field.

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