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MASTERING THE BASIS OF DISTRIBUTION LEVEL 1
Category
BUSINESS
Subcategory
Sales and customer experience
Code
VTE005
Training Objectives
Structure a Distribution Channel Define the roles and responsibilities of each player in the area: from Zone Chief to Distributors Know and master distribution terminology Mastering an efficient market sizing Manage area performance management: JRC, PCR, EMC*
Training Program
Structure of a Distribution Channel
Roles and Responsibilities of a Commercial Distribution
Why Transforming Distribution
Terminology in Distribution
Market dimensioning
Know your territory
Ensuring market coverage
How to check « health status » of its territory?
Distributor Management
Sales Management of Distributors
Performance management
Analysis of claims
Market potential
Setting targets
Sales efficiency parameters
