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Marketing Channel Incentives
Sandy Jap
Sandy Jap
This specialization is ideal for individuals who currently work in or are targeting opportunities in consulting and strategy, industrial sales and buying, marketing management, entrepreneurship and business development.
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This specialization is ideal for individuals who currently work in or are targeting opportunities in consulting and strategy, industrial sales and buying, marketing management, entrepreneurship and business development.
Read more
This specialization is ideal for individuals who currently work in or are targeting opportunities in consulting and strategy, industrial sales and buying, marketing management, entrepreneurship and business development.
In this course, you will be exposed to the challenges of implementing a pricing strategy in your route-to-market and the necessity of becoming a "strategic skeptic." Questions such as, "how to ensure our partners do the right activity at the right price?" "how should my firm protect itself from channel partners who seek to cheat or free ride?" will be answered. You will also be exposed to direct selling channels, their incentive structures, and understand how and when they might represent a viable route-to-market.
Register for this course and see more details by visiting:
OpenCourser.com/course/7ooiim/marketing
What's inside
Syllabus
PRICING
Pricing is a unique challenge in channel management largely due to the inability to firmly set and enforce a downstream retail price. This module will overview the factors that contribute to this dilemma as well as related solutions.
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Syllabus
PRICING
Pricing is a unique challenge in channel management largely due to the inability to firmly set and enforce a downstream retail price. This module will overview the factors that contribute to this dilemma as well as related solutions.
Read more
THE STRATEGIC SKEPTIC
This module will outline the various risks in working with and coordinating channel partners. It will also overview potential solutions.
DIRECT SELLING
This module overviews and defines direct sales channels and their management challenges via specific examples.
Good to know
Good to know
Know what's good ,
what to watch for , and
possible dealbreakers
Covers how to best implement a pricing strategy and how to deal with challenges therein; teaches the value of a strategic approach
Teaches how to avoid risks of working with channel partners and offers solutions for how to overcome these challenges
Defines direct sales channels and management challenges via specific examples
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Activities
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We're preparing activities for
Marketing Channel Incentives.
These are activities you can do either before, during, or after a course.
Career center
Learners who complete Marketing Channel Incentives will develop knowledge and skills
that may be useful to these careers:
Business Development Manager
Business Development Manager
A Business Development Manager grows the business by developing relationships with new clients, developing marketing campaigns, and negotiating new deals. In order to be successful in this role, one must be able to effectively communicate with clients and partners, develop and implement marketing strategies, and negotiate contracts. The Marketing Channel Incentives course can help build a foundation for success in this role by providing an understanding of how to develop and implement pricing strategies, manage channel partners, and direct sales channels.
Marketing Manager
Marketing Manager
A Marketing Manager develops and executes marketing campaigns to promote products or services. In this role, one must be able to identify and target audiences, develop marketing budgets, and track campaign results. The Marketing Channel Incentives course can help build a foundation for success in this role by providing an understanding of how to develop and implement pricing strategies, manage channel partners, and direct sales channels.
Channel Sales Manager
Channel Sales Manager
A Channel Sales Manager manages and develops relationships with channel partners, such as distributors and resellers, to increase sales of products or services. In this role, one must be able to identify and target channel partners, develop and implement channel sales strategies, and manage channel relationships. The Marketing Channel Incentives course can help build a foundation for success in this role by providing an understanding of how to develop and implement pricing strategies, manage channel partners, and direct sales channels.
Sales Manager
Sales Manager
A Sales Manager leads and manages a team of salespeople, overseeing the sales process and ensuring that sales goals are met. In this role, one must be able to motivate and lead a team, develop and implement sales strategies, and negotiate contracts. The Marketing Channel Incentives course can help build a foundation for success in this role by providing an understanding of how to develop and implement pricing strategies, manage channel partners, and direct sales channels.
Pricing Analyst
Pricing Analyst
A Pricing Analyst develops and implements pricing strategies for products or services. In this role, one must be able to analyze market data, develop pricing models, and negotiate contracts. The Marketing Channel Incentives course can help build a foundation for success in this role by providing an understanding of how to develop and implement pricing strategies, manage channel partners, and direct sales channels.
Marketing Strategist
Marketing Strategist
A Marketing Strategist develops and implements marketing strategies to achieve business goals. In this role, one must be able to identify and target audiences, develop marketing budgets, and track campaign results. The Marketing Channel Incentives course can help build a foundation for success in this role by providing an understanding of how to develop and implement pricing strategies, manage channel partners, and direct sales channels.
Consultant
Consultant
A Consultant provides advice and guidance to businesses on a variety of topics, such as marketing, sales, and operations. In this role, one must be able to analyze business data, develop recommendations, and communicate effectively with clients. The Marketing Channel Incentives course can help build a foundation for success in this role by providing an understanding of how to develop and implement pricing strategies, manage channel partners, and direct sales channels.
Marketing Analyst
Marketing Analyst
A Marketing Analyst analyzes marketing data to identify trends and develop insights. In this role, one must be able to collect and analyze data, develop reports, and present findings. The Marketing Channel Incentives course can help build a foundation for success in this role by providing an understanding of how to develop and implement pricing strategies, manage channel partners, and direct sales channels.
Sales Operations Manager
Sales Operations Manager
A Sales Operations Manager oversees the sales process and ensures that sales goals are met. In this role, one must be able to develop and implement sales processes, manage sales data, and report on sales performance. The Marketing Channel Incentives course can help build a foundation for success in this role by providing an understanding of how to develop and implement pricing strategies, manage channel partners, and direct sales channels.
Product Manager
Product Manager
A Product Manager is responsible for the development and management of a product or service. In this role, one must be able to define product requirements, develop product roadmaps, and launch new products. The Marketing Channel Incentives course can help build a foundation for success in this role by providing an understanding of how to develop and implement pricing strategies, manage channel partners, and direct sales channels.
Data Analyst
Data Analyst
A Data Analyst analyzes data to identify trends and develop insights. In this role, one must be able to collect and analyze data, develop reports, and present findings. The Marketing Channel Incentives course may be useful for this role by providing an understanding of how to develop and implement pricing strategies, manage channel partners, and direct sales channels.
Business Analyst
Business Analyst
A Business Analyst analyzes business data to identify problems and develop solutions. In this role, one must be able to collect and analyze data, develop recommendations, and communicate effectively with stakeholders. The Marketing Channel Incentives course may be useful for this role by providing an understanding of how to develop and implement pricing strategies, manage channel partners, and direct sales channels.
Operations Analyst
Operations Analyst
An Operations Analyst analyzes operational data to identify problems and develop solutions. In this role, one must be able to collect and analyze data, develop recommendations, and communicate effectively with stakeholders. The Marketing Channel Incentives course may be useful for this role by providing an understanding of how to develop and implement pricing strategies, manage channel partners, and direct sales channels.
Financial Analyst
Financial Analyst
A Financial Analyst analyzes financial data to identify trends and develop insights. In this role, one must be able to collect and analyze data, develop reports, and present findings. The Marketing Channel Incentives course may be useful for this role by providing an understanding of how to develop and implement pricing strategies, manage channel partners, and direct sales channels.
Risk Analyst
Risk Analyst
A Risk Analyst analyzes data to identify and assess risks. In this role, one must be able to collect and analyze data, develop reports, and present findings. The Marketing Channel Incentives course may be useful for this role by providing an understanding of how to develop and implement pricing strategies, manage channel partners, and direct sales channels.
For more career information including salaries, visit:
OpenCourser.com/course/7ooiim/marketing
Reading list
We've selected 12 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
Marketing Channel Incentives.
Save
Provides a comprehensive overview of pricing strategy, including how to set prices, negotiate with customers, and manage channel conflict.
Would be a helpful reference if you are looking to dive into this topic deeply.
Save
Provides a comprehensive overview of direct selling, including how to build a successful direct sales team.
Provides a comprehensive overview of marketing management, including how to develop and implement a marketing strategy.
Save
Provides a framework for business strategy, which can be applied to channel management.
Save
Provides a comprehensive overview of economics, which can be applied to channel management.
Provides a comprehensive overview of psychology, which can be applied to channel management.
Save
Provides a comprehensive overview of sociology, which can be applied to channel management.
Provides a comprehensive overview of anthropology, which can be applied to channel management.
Save
Provides a comprehensive overview of history, which can be applied to channel management.
Provides a comprehensive overview of literature, which can be applied to channel management.
Provides a comprehensive overview of philosophy, which can be applied to channel management.
For more information about how these books relate to this course, visit:
OpenCourser.com/course/7ooiim/marketing
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Level
Intermediate
Via
Coursera
Institution
Emory University
Instructor
Sandy Jap
Language
English
Transcript
tiếng Việt
This course belongs to a
collection
called
Marketing Channel Strategy & B2B2C Routes to Market. It's comprised of four courses:
- Marketing Channel Governance
- Marketing Channel Benefits
- Marketing Channel Functions
- Marketing Channel Incentives (viewing)
Good to know
Covers how to best implement a pricing strategy and how to deal with challenges therein; teaches the value of a strategic approach
Teaches how to avoid risks of working with channel partners and offers solutions for how to overcome these challenges
Defines direct sales channels and management challenges via specific examples
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