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Maria Teresa Aranzabal

Nowadays, a distribution strategy is part of the DNA of many companies and a correct channel management is key for the success of your product. Distribution plans need to be prepared for the long run, combining the following main areas: company profile, portfolio structure and price positioning, go-to-market policy, trade and retail marketing, e-commerce and global retail management.

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Nowadays, a distribution strategy is part of the DNA of many companies and a correct channel management is key for the success of your product. Distribution plans need to be prepared for the long run, combining the following main areas: company profile, portfolio structure and price positioning, go-to-market policy, trade and retail marketing, e-commerce and global retail management.

In the last decade, there have been two main revolutions that have affected industries, increasing the importance of Distribution Channel Management. Profesor Maria Teresa Aranzabal guides you through:

- The IT revolution: considering developments in CRM, supply chain, planning tools, merchandise and reallocation systems, amongst others.

- The retail focus: how a clear retail strategy can be a differentiator for companies and a strong weapon of competitiveness.

In this course you will learn how to stay up-to-date on how companies are adding these aspects to their main strategic guidelines and making them key points in their managerial decision-making process. The main goal of this course is that you understand how channel management and retailing can improve performance in your business.

We use interviews with industry experts and give real-life examples of how to ensure your business makes the most of this vital area of marketing.

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What's inside

Syllabus

Distribution Channel Planning and Management: Why are They so Important?
At the end of this module you will know the steps to designing and managing a distribution channel. You will also be able to identify the most important players in distribution channels and their roles.
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Distribution Channels and Their Evolving Landscape
At the end of this module you will be able to distinguish the various types of distribution channels and conflicts that arise among them, as well as ways to combat these conflicts. You will also understand the current nature, structure, key players, and future of trade marketing.
The Retail Strategy and Marketing Mix
At the end of this module you will be able to identify types of retailers, retailing strategies and how these retailers maintain competitive advantages over their competition. You will also be able to see the role the 4 P's of marketing play in these retail strategies.
Retailing Without Frontiers: New Trends in Retailing
At the end of this module you will be able to identify various growth opportunities for retailers and determine which entry strategies are best for various circumstances. You will also know the importance of a strategic online presence for retailers and future trends in retailing.

Good to know

Know what's good
, what to watch for
, and possible dealbreakers
Explores innovations in retail that include supply chain, planning tools, and merchandise and reallocation systems
Examines the importance of a clear retail strategy as a differentiator for companies and a strong weapon of competitiveness
Provides a comprehensive study of distribution channel management, from planning to execution
Develops skills in identifying and resolving conflicts among distribution channels
Taught by Maria Teresa Aranzabal, who is recognized for her work in distribution channel management
Uses interviews with industry experts and real-life examples to illustrate key concepts

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Reviews summary

Average channel management course

According to students, this average course on channel management gets a middling 3 out of 5 star rating.

Activities

Be better prepared before your course. Deepen your understanding during and after it. Supplement your coursework and achieve mastery of the topics covered in Channel Management and Retailing with these activities:
Review basic marketing principles
Review the 4 P's of marketing, target market analysis, and marketing strategy development to strengthen your foundational understanding of marketing concepts.
Browse courses on Marketing Fundamentals
Show steps
  • Re-read your notes or textbooks from previous marketing courses.
  • Attend a workshop or webinar on marketing fundamentals.
  • Complete online practice quizzes or exercises on marketing concepts.
Develop a marketing plan for a real-world business
Put your understanding of distribution channel management into practice by creating a comprehensive marketing plan that includes channel selection, pricing, promotion, and distribution strategies for a specific business.
Show steps
  • Identify a business or product that interests you.
  • Research the target market, competition, and industry trends.
  • Develop a marketing plan outline.
  • Write the marketing plan, including a detailed distribution channel strategy.
  • Present your marketing plan to a mentor or peer group for feedback.
Show all two activities

Career center

Learners who complete Channel Management and Retailing will develop knowledge and skills that may be useful to these careers:
Marketing Manager
A Marketing Manager is responsible for developing and executing marketing strategies for a company or organization. This course can help you develop the skills and knowledge necessary to succeed in this role by providing you with a comprehensive understanding of distribution channel management and retailing. You will learn how to develop and implement effective marketing campaigns, manage relationships with key stakeholders, and track and measure results. This course may also be helpful for those who aspire to become Chief Marketing Officers.
Project Manager
A Project Manager is responsible for the planning and execution of projects. This course can help you develop the skills and knowledge necessary to succeed in this role by providing you with a comprehensive understanding of distribution channel management and retailing. You will learn how to develop and implement project plans, manage resources, and track and measure progress. This course may also be helpful for those who aspire to become Program Managers or Chief Project Officers.
Sales Manager
A Sales Manager is responsible for leading and motivating a team of sales representatives. This course can help you develop the skills and knowledge necessary to succeed in this role by providing you with a comprehensive understanding of distribution channel management and retailing. You will learn how to develop and implement sales strategies, manage customer relationships, and track and measure results. This course may also be helpful for those who aspire to become Vice Presidents of Sales or Chief Sales Officers.
Business Analyst
A Business Analyst is responsible for analyzing and improving business processes. This course can help you develop the skills and knowledge necessary to succeed in this role by providing you with a comprehensive understanding of distribution channel management and retailing. You will learn how to identify and analyze business problems, develop and implement solutions, and track and measure results. This course may also be helpful for those who aspire to become Management Consultants or Chief Strategy Officers.
Product Manager
A Product Manager is responsible for the development and launch of new products or services. This course can help you develop the skills and knowledge necessary to succeed in this role by providing you with a comprehensive understanding of distribution channel management and retailing. You will learn how to identify and select products that will appeal to customers, develop and implement product launch strategies, and manage product lifecycles. This course may also be helpful for those who aspire to become Vice Presidents of Product Development or Chief Product Officers.
Warehouse Manager
A Warehouse Manager is responsible for the day-to-day operations of a warehouse. This course can help you develop the skills and knowledge necessary to succeed in this role by providing you with a comprehensive understanding of distribution channel management and retailing. You will learn how to develop and implement operational strategies, manage staff, and track and measure results. This course may also be helpful for those who aspire to become Logistics Managers or Supply Chain Managers.
Operations Manager
An Operations Manager is responsible for the day-to-day operations of a business or organization. This course can help you develop the skills and knowledge necessary to succeed in this role by providing you with a comprehensive understanding of distribution channel management and retailing. You will learn how to develop and implement operational strategies, manage resources, and track and measure results. This course may also be helpful for those who aspire to become General Managers or Chief Operating Officers.
Consultant
A Consultant provides advice and guidance to businesses and organizations on a variety of topics. This course can help you develop the skills and knowledge necessary to succeed in this role by providing you with a comprehensive understanding of distribution channel management and retailing. You will learn how to identify and analyze business problems, develop and implement solutions, and track and measure results. This course may also be helpful for those who aspire to become Management Consultants or Chief Strategy Officers.
Professor
A Professor is responsible for teaching and research at a college or university. This course can help you develop the skills and knowledge necessary to succeed in this role by providing you with a comprehensive understanding of distribution channel management and retailing. You will learn how to develop and teach courses, conduct research, and publish your findings. This course may also be helpful for those who aspire to become Deans or Provosts.
Entrepreneur
An Entrepreneur is someone who starts and runs their own business. This course can help you develop the skills and knowledge necessary to succeed in this role by providing you with a comprehensive understanding of distribution channel management and retailing. You will learn how to develop and implement business plans, manage resources, and track and measure results. This course may also be helpful for those who aspire to become CEOs or Founders.
Researcher
A Researcher is responsible for conducting research on a variety of topics. This course can help you develop the skills and knowledge necessary to succeed in this role by providing you with a comprehensive understanding of distribution channel management and retailing. You will learn how to develop and conduct research studies, analyze data, and publish your findings. This course may also be helpful for those who aspire to become Research Scientists or Chief Science Officers.
Supply Chain Manager
A Supply Chain Manager is responsible for the planning and execution of the flow of goods and services from suppliers to customers. This course can help you develop the skills and knowledge necessary to succeed in this role by providing you with a comprehensive understanding of distribution channel management and retailing. You will learn how to develop and implement supply chain strategies, manage inventory levels, and track and measure results. This course may also be helpful for those who aspire to become Vice Presidents of Supply Chain or Chief Supply Chain Officers.
Brand Manager
A Brand Manager is responsible for the development and execution of marketing strategies for a particular brand or product line. This course can help you develop the skills and knowledge necessary to succeed in this role by providing you with a comprehensive understanding of distribution channel management and retailing. You will learn how to develop and implement effective marketing campaigns, manage relationships with key stakeholders, and track and measure results. This course may also be helpful for those who aspire to become Marketing Managers or Chief Marketing Officers.
Retail Operations Manager
A Retail Operations Manager is responsible for the day-to-day operations of a retail store or chain of stores. This course can help you develop the skills and knowledge necessary to succeed in this role by providing you with a comprehensive understanding of distribution channel management and retailing. You will learn how to develop and implement operational strategies, manage staff, and track and measure results. This course may also be helpful for those who aspire to become Store Managers or Regional Managers.
Retail Buyer
A Retail Buyer is responsible for purchasing merchandise for a retail store. This course can help you develop the skills and knowledge necessary to succeed in this role by providing you with a comprehensive understanding of distribution channel management and retailing. You will learn how to identify and select products that will appeal to customers, negotiate with suppliers, and manage inventory levels. This course may also be helpful for those who aspire to become Retail Store Managers or Merchandise Managers.

Reading list

We've selected 25 books that we think will supplement your learning. Use these to develop background knowledge, enrich your coursework, and gain a deeper understanding of the topics covered in Channel Management and Retailing .
Classic textbook on marketing and provides a comprehensive overview of the field. It valuable resource for students and professionals alike who want to learn more about marketing.
Spanish language textbook on distribution channel management. It valuable resource for students and professionals who want to learn more about distribution channel management in Spanish.
Spanish language textbook on retailing. It valuable resource for students and professionals who want to learn more about retailing in Spanish.
Spanish language textbook on distribution marketing. It valuable resource for students and professionals who want to learn more about distribution marketing in Spanish.
Spanish language textbook on commercial logistics. It valuable resource for students and professionals who want to learn more about commercial logistics in Spanish.
Provides a comprehensive overview of retail management, including topics such as store location, assortment planning, and customer service.
Offers a comprehensive overview of retail marketing strategies and branding techniques. It covers topics such as customer segmentation, loyalty programs, and the impact of technology on retail.
Discusses the implications of the long tail for businesses, and how they can adapt their strategies to take advantage of this new reality.
Provides a framework for developing good strategy, and how to avoid bad strategy.
Explores the future trends and disruptions in the retail industry, providing insights into the changing consumer behavior and the rise of new technologies.
Provides a comprehensive overview of CRM, including topics such as customer segmentation, data mining, and campaign management.
Provides a comprehensive overview of supply chain management, including topics such as inventory management, transportation, and logistics.
Provides a comprehensive overview of marketing management, including topics such as product development, pricing, and promotion.
Provides a comprehensive overview of strategic management, including topics such as strategic planning, organizational structure, and corporate governance.
Provides a comprehensive overview of project management, including topics such as project planning, scheduling, and control.
Provides a comprehensive overview of marketing principles, including topics such as consumer behavior, market research, and segmentation.

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