1. Amity Business School MBA Class of 2010, Semester II Distribution & Logistics Management Ms.Vandana Gupta

3. Formulating the Channel Strategy Designing the Channel Structure Selecting the Channel Members Motivating the Channel Members Co-ordinating the channel strategy with the marketing mix Evaluating channel member performance Decision areas in Channel Management

11. Phases of Developing and Conducting Training Establish program objectives Identify who should be trained Identify training needs and specific goals How much training is needed? Training Assessment

12. Sales Training Program Objectives Higher Morale Lower Turnover Increased Sales Productivity Improved Communication Improved Customer Relation Improved Self Management Objectives of Training Program

13. Where should training be done? Who should do the training? Content of training Program Design Teaching methods used in training program

16. Determine how training will be reinforced What outcomes will be evaluated? What measures will be used? Reinforcement Evaluation