The program fee covers tuition, e-books, and online case materials.
This program includes live online classes, self-paced work, discussion groups, and virtual networking. Download brochure for detailed schedule.As digital technology opens up new distribution channels, customer demands and sales strategies are rapidly evolving. With the recent COVID-19 pandemic, some companies might face supply chain disruptions as well. High performance firms must design a go-to-market strategy that sells the right products at the right time through the right combination of channels. In this live online program, you will improve your ability to optimize route-to-market strategies and sales outcomes by developing and managing a high-performance channel network and sales force.
You may also be interested in the related in-person program: Managing Sales Teams and Distribution Channels.
As digital technology opens up new distribution channels, customer demands and sales strategies are rapidly evolving. With the recent COVID-19 pandemic, some companies might face supply chain disruptions as well. High performance firms must design a go-to-market strategy that sells the right products at the right time through the right combination of channels. In this live online program, you will improve your ability to optimize route-to-market strategies and sales outcomes by developing and managing a high-performance channel network and sales force.
You may also be interested in the related in-person program: Managing Sales Teams and Distribution Channels.
Attendance by multiple company representatives will foster teamwork and amplify the program's impact.
Program for Leadership Development participants earn 2 PLDA Points on completion of this program.
Attendance by multiple company representatives will foster teamwork and amplify the program's impact.
Program for Leadership Development participants earn 2 PLDA Points on completion of this program.
When you participate in a virtual HBS Executive Education program, you benefit from a powerful learning experience carefully designed with a virtual setting in mind. Through live, synchronous program sessions you'll engage directly with our renowned faculty to learn from their latest research, gain actionable takeaways, and facilitate your growth. In addition, virtual discussion groups will connect you to a global group of peers and build your network.
When you participate in a virtual HBS Executive Education program, you benefit from a powerful learning experience carefully designed with a virtual setting in mind. Through live, synchronous program sessions you'll engage directly with our renowned faculty to learn from their latest research, gain actionable takeaways, and facilitate your growth. In addition, virtual discussion groups will connect you to a global group of peers and build your network.
Through a rich learning experience that includes live online faculty presentations, case studies, small group discussions, simulations, and other exercises, you will explore key issues in distribution channel strategy and its design, sales strategy, and sales force management. You will practice mapping customer flows, reviewing channel options, and converting data insights into practical plans of action.
Through a rich learning experience that includes live online faculty presentations, case studies, small group discussions, simulations, and other exercises, you will explore key issues in distribution channel strategy and its design, sales strategy, and sales force management. You will practice mapping customer flows, reviewing channel options, and converting data insights into practical plans of action.
The program takes place over two weeks, with 3-5 hours of live online classes on Monday, Wednesday, and Friday, as well as 60 minutes of small group discussions and networking per day. All classes will take place on the Zoom platform. You will also have ample opportunity for interaction with faculty and peers inside and outside the class sessions.
Collaborative learning is an integral part of the experience. To maximize the benefit for everyone, you are expected to attend every session, complete all assignments, and contribute effectively in the class and in small groups. We advise setting aside a total of 2-3 hours per week for program work in addition to the synchronous class sessions.
The program takes place over two weeks, with 3-5 hours of live online classes on Monday, Wednesday, and Friday, as well as 60 minutes of small group discussions and networking per day. All classes will take place on the Zoom platform. You will also have ample opportunity for interaction with faculty and peers inside and outside the class sessions.
Collaborative learning is an integral part of the experience. To maximize the benefit for everyone, you are expected to attend every session, complete all assignments, and contribute effectively in the class and in small groups. We advise setting aside a total of 2-3 hours per week for program work in addition to the synchronous class sessions.
Our Executive Education programs are developed and taught by HBS faculty who are widely recognized as skilled educators, groundbreaking researchers, and award-winning authors. Through their board memberships, consulting, and field-based research, they address the complex challenges facing business leaders across the globe.
Doug J. Chung
MBA Class of 1962 Associate Professor of Business Administration
Our Executive Education programs are developed and taught by HBS faculty who are widely recognized as skilled educators, groundbreaking researchers, and award-winning authors. Through their board memberships, consulting, and field-based research, they address the complex challenges facing business leaders across the globe.
Doug J. Chung
MBA Class of 1962 Associate Professor of Business Administration