Choose channels for channel conflict management on evidence of where the audience decides.
Designing Strategies to Manage Sales Channel Conflict
A senior-level treatment of channel conflict management, focused on what changes outcomes.
📍 Tunis🗓️ 5 training days📚 4 modules🎓 Accredited certificate
5intensive training days
4scientific modules
8training sessions
32detailed points
Course Overview
Activity in channel conflict management is easy to generate and easy to mistake for progress. Buyers now complete much of their decision on the practice within marketing and commercial practice before speaking to anyone. This programme builds the marketing and commercial practice capability from first principles, without padding and without omitting what matters. The professional literature on channel conflict management converges on a small set of controls that reliably work. The material serves both public bodies and commercial organisations dealing with the marketing and commercial practice discipline. They leave able to brief senior management on the wider marketing and commercial practice agenda in terms that support a decision. Sessions alternate between guided analysis of channel conflict management and supervised application. Ambition around this strand of marketing and commercial practice outruns capacity unless the sequencing is deliberate. The final session converts the week's work on the marketing and commercial practice capability into commitments with owners and dates.
Expected Learning Outcomes
Design the customer journey for channel conflict management across the touchpoints that actually influence the decision.
Define the audience for channel conflict management precisely enough to exclude people.
Protect the brand while pursuing short-term targets in channel conflict management.
Identify the failure points in channel conflict management most likely to cause loss, and control them first.
Plan the handover of channel conflict management so that capability is not lost when key staff move on.
Apply a repeatable review cycle to channel conflict management and act on what it produces.
Who Should Attend
Those responsible for briefing external stakeholders on channel conflict management.
Risk managers assessing the exposure created by channel conflict management.
Retail and channel managers executing channel conflict management in the field.
Brand and communications specialists shaping channel conflict management.
Product managers whose proposition depends on channel conflict management.
Agency and consultancy staff supporting clients on channel conflict management.
Course Modules
Channel conflict management: channels, content and creative
2 sessions · 8 pointsSession 1Keeping customers acquired through channel conflict management
- Define acceptance criteria for channel conflict management in advance.
- Define the handover point between marketing and sales in channel conflict management.
- Set out the decisions in channel conflict management that require sign-off and by whom.
- Rank the weaknesses in channel conflict management by consequence rather than by ease of fixing.
Session 2Escalation and decision rights in channel conflict management
- Define the trigger that would require channel conflict management to be redesigned.
- Select channels for channel conflict management based on evidence, then cut the rest.
- Build the report on channel conflict management that answers whether to spend more or less.
- Compare cost of acquisition against value in channel conflict management.
Channel conflict management: objection handling and negotiation
2 sessions · 8 pointsSession 1The cost of channel conflict management and how to present it
- Measure lifetime value from channel conflict management, not just first purchase.
- Build the content that answers the buyer's real question about channel conflict management.
- Script the three most common objections in channel conflict management and the responses.
- Write the positioning claim for channel conflict management and test whether a competitor could say it too.
Session 2Protecting the brand while hitting targets on channel conflict management
- Establish what evidence demonstrates channel conflict management is under control.
- Design the retention action triggered when a customer of channel conflict management goes quiet.
- Agree the attribution model for channel conflict management and state its known limits.
- Map the handovers in channel conflict management between functions and secure them.
Channel conflict management: the customer journey and decision points
2 sessions · 8 pointsSession 1Making channel conflict management work when resources are constrained
- Establish who is informed, consulted and accountable in channel conflict management.
- Remove steps in channel conflict management that add effort without adding assurance.
- Describe the buyer for channel conflict management specifically enough to name who is excluded.
- Decide what will be stopped to create capacity for channel conflict management.
Session 2Handling the objection to channel conflict management that ends most conversations
- Estimate the resource channel conflict management requires to run as designed.
- Structure pricing for channel conflict management against perceived value.
- Set out how exceptions to channel conflict management are requested and approved.
- Record the rationale for each significant choice made about channel conflict management.
Channel conflict management: retention, loyalty and lifetime value
2 sessions · 8 pointsSession 1Choosing channels for channel conflict management on evidence
- Define qualification criteria that disqualify quickly in channel conflict management.
- Name a single owner for each element of channel conflict management.
- Review whether short-term tactics on channel conflict management are damaging the brand.
- Close out actions on channel conflict management rather than leaving them open indefinitely.
Session 2Where the buyer actually decides on channel conflict management
- Review whether channel conflict management is aligned with the objectives of the commercial team.
- Test the procedure for channel conflict management against a realistic scenario.
- Map the decision journey for channel conflict management and mark where the choice is actually made.
- Document the sales process for channel conflict management so a new joiner can follow it.
Choose the package that suits you
Silver Package
At least 3 people
USD1,250
- Workshop or Program Participation
- Airport Transfers
- Customized Badge
- Expert Mentorship (Private Sessions)
- Supervision & Secretarial Services
- Accredited Certificate of Participation
- Complete Training Kit
- Coffee Break
- Closing Ceremony
Gold Package
At least 3 people
USD1,850
- 5-night stay in a 5-star hotel
- Workshop or Program Participation
- Airport Transfers
- Customized Badge
- Expert Mentorship (Private Sessions)
- Supervision & Secretarial Services
- Accredited Certificate of Participation
- Complete Training Kit
- Coffee Break
- Closing Ceremony
Complete your registration
We will contact you within one business day to confirm.