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

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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swathi kiran kumar DODDI
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101 views

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

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.

Uploaded by

swathi kiran kumar DODDI
Copyright
© © All Rights Reserved
Available Formats
Download as PPTX, PDF, TXT or read online on Scribd
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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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