Selecting Channel Partners

The company should select the right kind of partners to identifying & fulfill the needs of the customers.

The process of recruitment could include placing advertisement in the press or getting the sales people to visit market and also references by existing partners.

Criteria for selection of channel partner

1)   Location of the party

2)   Location of the ware house

3)   Past experience

4)   Financial strength

5)   Transportation facility

6)   Size of the channel partner

7)   Reputation

8)   Market coverage

9)   Inventory management

10)  Sales performance

11)   Infrastructure

Training for channel members

1)   On the job field training for sales people to achieve the sales & collects the payments.

2)  Class room training to distributor about company products, ways of tackling competition.

3)   Special meeting for launch new products

4)   Training on submitting reports & records.

Power of Motivation to members

1)   Referent power– image, position& recognition

2)   Expert power- special knowledge about the co

3)   Legitimate power- agreement or contract

4)   Support power-  by co to increase sales

5)   Competition power- main competitors

6)   Reward power- awards, incentives, prices

7)   Coercive power- credit to customers