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CHANNEL MANAGEMENT - SKILLS AND COMPETENCIES

Managing internal and external interfaces (e.g. with other channel groups and functional  departments, relationships with channel partners and manufacturers of complimentary products).

Ability to manage power

Using power cautiously
Negotiation  skills
Team building skills
Leadership skills
Communication skills
Conflict management and avoidance skills
Cross-functional working skills
Managing the Technology channel portfolio/ strategic mix
Awareness of the inter-relationship between channel decision making and business strategy
Awareness of the strategic significance of channel decision making (i.e. cross-functional impact and long-term implications of channel decisions)
Awareness of implications of individual channel decisions for the strategic channel mix
Ability to balance the channel mix in order to achieve overall channel goals
Ability to manage channel risk (e.g. investing in a portfolio of channel options)
Ability to forecast channel development paths
 
Maintaining fit between product, market and channel
Monitoring channel trends and developments
Monitoring end user satisfaction, changes to service expectations, channel usage patterns and motivations
Monitoring environmental developments (e.g. regulatory changes)
Monitoring competitors channel strategies
Encouraging information flow and market feedback up through the channel
Maintaining contact with and learning directly from end-users
Evaluating existing channels
Appraising the quality of the supplier-channel relationship and not simply channel sales performance
Monitoring performance of the channel in relation to end-user satisfaction / desired service levels
Analyzing distribution costs
Taking on new channels and managing channel transition
Ability to manage/avoid internal conflict (i.e. between channel groups)
Ability to manage/avoid  external conflict (e.g. between existing indirect channels and new channels
Defining and communicating  the respective roles and functions of each channel
Integrating channel activities and function

 

Developing channels, gaining their support and commitment
Determining Technology channel management support requirements
Marketing to the channel as well as marketing through the channel
Developing effective motivation and support packages for the channel (including financial incentives)
Developing an atmosphere of partnership
Treating channels as "strategic-resources"
Successfully dissolving channel relationships

Awareness of legal implications and remedies

 
Damage limitation skills

 

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4:Sixth Sense- Is the addition of the five, before it -   Steve Parish Original Affirmations V2

 

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