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4.channel Flows
4.channel Flows
The Learning Triangle > Sales Officer Trainees at Berger Paint (4.5 lpa)
> Customer Development officer at Colgate (5
lpa)
> Territory Manager at Crystal Crop (4.5 lpa)
> Business Alliance Executive - IB at Lexi Pen (5
lpa)
> Area Sales Executive at Videocon (4 lpa)
Why: Significance of > Sr. Officer Executive Sales at Anchor Electrical
a Concept (4 lpa)
To understand > Sales & Distribution manager at Citibank (4.5
various lpa)
responsibilities of a Purpose > Area Sales Manager at Voltas (6 lpa)
> Sales Manager at JK Cement (3.5 lpa)
marketing channel
and learn how
information, product Understanding
Where: Application of
and money flows in Need for
Distribution Concept
a channel Channels Understanding how channel
flows vary across different
channel partners helps to
define accountability and cost
Why Where of a channel
Channel flows at a Glance
Physical Possession v/s Ownership
RISKING
Channel flows for which both channel partners and consumers are
responsible are –
◦ Negotiations – time & legal costs
◦ Financing – Credit terms and TnC of sales
◦ Risking – Price guarantees, warranties, insurance, repair, after sale
service costs
Ordering & Payment